Quais são os erros comuns a serem evitados ao acompanhar leads?

Given the fact that we all sometimes struggle to get leads, when we let them slip away like this it is a real shame. Being ready to act, ask questions and listen is what can separate you from the competition. Remember, you are selling yet, you are listening and learning. Avoid the urge to go from hello to close.

The ability to act quickly in following up with leads is often a reflection of a well-established process. Use automation: Take advantage of automation tools such as email marketing software or customer relationship management (CRM) software to streamline your follow-up process. Develop a script: Develop a script or a set of talking points to guide your conversations with leads. By having pre-defined talking points, you can significantly improve your ability to follow up quickly.

It can indeed be frustrating when we feel we're going down a dead-end path, but as the article states, be persistent and consistent.

When using a multi-touch approach, it's crucial to analyze why a customer hasn't responded. Did they miss our email? Did they open it but not respond or were they unable to respond at the time? Utilizing tracking software is invaluable in gaining insight into customer behavior and understanding why they haven't responded. If emails aren't being opened, it may be time to revise the subject line or consider reaching out via phone. If emails are being opened but not eliciting a response, the content may need improvement. Identifying what works best for your product is an iterative process that is most effective when approached scientifically.

How often does this happen to you? I am so disappointed when I receive generic responses to my requests or an immediate sales pitch. In my mind, that is the sales manager's fault for not training the sales person effectively.

The act of sending an email inherently implies that you are requesting the recipient's time and attention. Why should they give you their time? It's up to you provide a compelling answer to this question.

It's essential to include a clear call to action along with the purpose of your contact. When dealing with difficult prospects, breaking things down into small steps can be helpful. The call to action doesn't necessarily have to be for a call, which may be a big ask for an unsure prospect who may not want to waste their time. It can be useful to utilize calls to action that require less of your prospect's time. For example, you could end one of your emails by saying, "If you're interested in learning more about this topic, I have some data ready to share. Would you like me to send it over?" By asking for a quick "yes, please" from interested parties and reducing the effort required on their end, you may see more positive results.

Easier said than done sometimes and even the most experienced sales professionals get excited to sell when a lead comes in. Take a deep breath, have a plan, think about how you have been trained and engage with your new connection.

It's important to have a long-term approach when dealing with promising leads. If a company has potential, it's essential to treat everyone with the mindset that they could eventually become a client.

It's crucial to ensure that you are properly aligned with all relevant stakeholders, especially if you're a sales developer passing a lead to an account executive. Having a clear and coordinated approach to client management is imperative, even if things don't always go perfectly. Strive to create a streamlined approach whenever possible.