subject: What Does Leads Management Do For Your Business [print this page] Very simply, leads management is getting, qualifying and maintaining prospective leads who are potential customers. There are many companies who are in business to gather all this for you, and then help you with the details. But, if you want to do all this yourself, here are the main points to remember.
The usual means of advertising can generate leads for you, such as radio, television, word of mouth, print and the Internet. You can also purchase blocks of leads from lead generating companies, with the names, addresses and phone numbers of potential customers. This will cost you money, as it will cost money to do the main stream advertising method.
If someone is responsive to your ads and wants to know more, you need some means of getting their information, and you can send them a form, give them the URL to your website or just go ahead and convert them into a sale right then and there. But, usually there is the process of filling out a form, either by you, or the prospective customer and the information is stored for further processing.
At this point, the lead information is ready for the sales department. Here is gets screened and categorized into most likely to buy, then handled in top down order. 'Pre-screening' can be done over the telephone, and when you know the person is actually interested in your product, the sales people analyze what to do from there.
As the sales force works the leads they are taking notes and maintaining additional information about the prospect, all of which must be managed and filtered for future use and reference. This is where a very good leads management software package will come in very handy.
Promotional campaigns allow the sales force to have something to offer the potential customer in exchange for the person giving the representative their attention and possibly deciding to try the product on a limited arrangement. This allows both sides of the transaction to benefit and gets the sales person much closer to making a final sale.
With all of this potential sitting there waiting, it is time to apply company policy to the mix and work the leads to convert them into sales, which is the revenue the business needs to remain open. Without good leads management there is little sales activity and the business will end up with no money to continue to operate, and this is not the objective. Sales is what it is all about in staying in business. Find a good leads management software package and put it to good use.
by: Katherine Jones
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