A lot of companies focus all of their efforts on getting as many quality leads as they possibly can. And while I won’t dispute that it’s important to generate great leads (duh), I think it’s important to point out that if you don’t manage your leads properly, you’re just wasting time and money.
It’s not enough just to get the leads. You have to know what to do with them once you have them. You have to know how to nurture relationships with prospects, so that you can get more customers with fewer leads.
Here are 4 common lead management mistakes you need to avoid so you don’t throw away good leads.
Mistake #1: Letting the phone go to voicemail
I work on my own, so I know how hectic things can get during the workday, but you can never ignore phone calls from potential customers. Any time that phone rings, you have to answer quickly. If not, the prospect will move on and call the next company because they assume you’re too busy or just don’t have good enough customer service for them.
Mistake #2: Not responding to emails in a timely manner
These days, customers expect you to respond to emails within a few hours or so. People have grown more and more impatient, so you can’t let your email leads sit for an extended period of time. Either implement a good autoresponder, or stay on top of your email leads throughout your work day.
Mistake #3: Trying to close too fast
Yes, you want more business, but you can’t rush the prospect into it. There have been instances where it has taken the prospect months to finally be ready to do business with me. You have to be willing to work with the prospect’s schedule. Take the time to build a relationship with them, and don’t be too pushy or sales-y. But also, don’t lose touch with them. You want to always be on their mind.
Mistake #4: Giving up too soon
You can’t immediately trash non-responsive prospects. Leads take time to nurture, and by not staying on top of “cold” leads, you could be missing out on some great opportunities to make money. Make sure you have a good follow-up plan in place to keep nurturing your leads.
Do you have a lead management strategy in place?