Researches say that only 30-40% of enquiry leads get converted into qualified leads. 70% of qualified leads want to but are not ready to buy your services.
Above research numbers are very promising when the gaps (our left out leads) can be worked on and get them turned to be your customers. This can happen. How?
Answer is simple: Track, Follow-up and Nurture!
Always track what’s going on with the leads in terms of: discussion, phone call, emails, visits, chats etc. Keep a record of every transaction you had with your lead. Always record who did that interaction, what was the discussed and what the outcome of it is. This is important when you have another sales executive to work on the same lead in future and also when you / leads get into discussion later in future.
Follow-up with your leads (whether at enquiry level or qualified level) is always required. Don’t let them think they are left over on themselves. Be a problem-solver and offer your ears to hear their problems. Remember, your follow-up emails or conversations should always be started with reference to your previous discussion (which you will get from tracking them).
Lead Nurturing is a process which every marketer use to build relationships with their prospects even when they are not yet ready to buy; in order to win their business whenever they are ready. This involves keeping in touch with such prospects via emails, phone calls etc to keep them updated with related contents, offers, communications etc. You do all this to keep your presence live in their mind.
For more information, visit: http://www.kenovate.com/