Lead Response Management
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Set up a notification system for incoming leads
How would you respond to leads quickly if you don't even know when they come in?
Set up a lead alerts system. Salesforce and other full-suite CRM solutions provide this option, just make sure that you have alerts set up for different channels that leads come from.
For example, if you're using content as lead magnets like newsletter subscriptions, webinars and ebooks, make sure that you have lead alerts set up for each one of these. Salesforce has a way to alert you of new leads including all info that they've tracked for the contact.
Why is this important?
The first touch gets more effective as it is personalized. Every bit of information helps. The time they opted in, the device they opted in from, the reason they opted in, what part of the funnel the content or event they opted-in for is, and other pertinent information.
These alerts should be owned by the sales team. This is only possible if sales leaders ensure that sales leads are visible to sales reps as they come in. Sure, assigning channels to certain reps for exclusive touches is one way to manage lead responses. However, if the categories are not very targeted, there is a tendency to overlook new leads when reps are preoccupied catering to leads that came before.
Acknowledge leads as they come in
A busy sales floor is a manager's dream. However, the tradeoff is that leads might come in when there's no rep available to get them on a full call. There are also times when leads come in at the end of the workday. Depending on the situation, it may not be the best time to call.
Here's a workaround to this that you could standardize in your team.Depending on the channel the lead came from, determine a workflow that would send a personalized acknowledgment to the lead.
Email is the most convenient choice. However, that might not always be effective since people are constantly bombarded with emails. If your opt-in or lead magnet was able to extract information like a telephone number or a mobile phone number, consider giving a quick call or an SMS.
Another option is assigning a team or a person who would work after-hours to accommodate leads that come in at the tail-end of the normal shift.
Ready to Talk?
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Lead Response Management Best Practices
Appointment setting requires a telemarketer that has the ability think on their feet, who isn't afraid to close.In appointment setting, you don't get the appointment, unless you ask for it.
Nurture your leads
Appointment setting requires a telemarketer that has the ability think on their feet, who isn't afraid to close. In appointment setting, you don't get the appointment, unless you ask for it.