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Effective Lead Management Process - Cheena Shekhawat - Blog

Effective Lead Management Process

Leads are potential customers who may buy our products or service in future. But it'll be wishful of businesses to expect that the moment you acquire a lead, it converts and brings sales revenue. Some leads may not have the problems or challenges which could be solved through your offerings. Some may not be ready to make a change to solve those challenges.

Lead management is the process of educating, guiding and following up with leads to make them ready for a purchase. 
Lead generation: Lead generation is what connects your company to the outside world. Yet coming up with leads and then tracking them is time-consuming and tedious — especially if you’re relying on guesswork and spreadsheets to do so. A much more efficient solution is to use lead management system.
Businesses create consumer interest and inquiry into products or services through a range of marketing tactics. These often include blog posts, advertisements, white papers, social media, events, and PR campaigns.
Customer inquiry and capture: Consumers of marketing respond with interest and their data is recorded. Lead management system directly integrated with lead portals for lead capture like Indiamart, Just Dial etc.  Not only can this take input from email, SMS & Call. API for posting lead from your own portal. All new leads saved in Temp Lead section 
Filtering, grading, distribution, and contact: Leads are sorted by the validity of the request, prioritized based on likelihood of becoming a customer, and then dispersed to sales reps to be contacted. Depending on the size of your marketing program, a lot of work can go into defining how to accurately categorise and sort individual leads.
Lead nurturing: Leads are sorted by contacted or uncontested and scheduled for follow-up processes. They may be put into drip-marketing campaigns, or followed-up with on the phone by a company rep.
As a part of the lead management process, you should know at any given moment what is in your marketing pipeline, what will convert to sales, and the estimated resulting revenue. You should also know exactly which lead sources provide the most valuable leads. Whether you’ve been working with an ineffective lead management process or without one at all, the steps we’ve outlined can help you build a process that really works. 
With a clearly defined lead management process, you’ll be able to see which leads are the most important for your business, and prioritize those valuable leads. Then, you'll know exactly how to build that relationship with them and when they're ready to buy.
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Publish Date: February 8, 2020 3:52 AM

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