Segmentation is my profession
There is no use in sales actions if sales representatives don’t have understanding of lead segmentation process. If you take a look at your leads, you may not see any difference. Take a closer look and you will see dozens of ways to qualify and segment them. Starting from geographical position and to business areas. There is also a totally different way to qualify leads:
- Not ready (cold leads not interested in product).
- Steady (warm leads that could be ready to make a purchase soon).
- Go (hot leads that are ready to become customers).
In our sales lead management soft you can easily check new leads that need to be contacted:
What leads require the most attention? For sure, the most burning ones. There are some reasons for that: promiscuous commission, cold and warm leads are hard to differentiate, timing is important. And we’ll tell you more about this in the next part of the article.
The time takes it all
There is one peculiarity about timing and potential clients: they will buy only when they are ready. Do not think that your readiness and desire to sell makes sense or any difference. It doesn’t count. The only thing you can do is establish a contact and stay close to your clients. Let’s rephrase the qoutation “Keep your friends close and your enemies closer” to “Keep your cold leads close and your warm leads closer”.
So, this is how your salespeople can try to follow up leads:
Get in touch with your leads regularly. For instance, try to post social media articles at precise time of the day. People used to wait for the latest issue of the newspaper till morning and they expect it to appear on porch. Be the person that brings fresh posts regularly.
Pay attention to email marketing and build the strategy. You think that your task is to sell something but it is not. Your main purpose is to make people want you to sell them something. So, give them information that will help to develop their business. And move smoothly to the point when your product can help them to grow and get maximum revenue.
To know more about Sales Lead Follow and the way LMS can change the speed of your sales click here.
