Leads.
No matter how you look at it, they are necessary for growth.
Unfortunately, only a very small percentage of buyers will take little effort to close as they come in knowing what they want and are “ready to buy.” Such quick-wins don’t happen often. This forces marketers to be savvier in the way they engage and interact with prospects. In fact, according to studies, 50% of leads require more than one connection with your brand before they become a customer. But many marketers don’t communicate and engage with their leads nearly enough. Instead, they leave them to develop into realized customers on their own which is often a guaranteed loss. To achieve targets, integrate lead management software into your marketing strategy.
Here are 3 reasons why lead management can boost marketing results two-fold:
1. Understand Stage of Buyer to Improve Sales Teams’ Efficiencies
A buyer’s journey can be a long, drawn-out process where they are unsure how you can help, don’t really know you and your business or they may require more information about your brand’s offerings and pricing. It’s important to identify at which point they change from a cold lead to a warm one. It will take a bit more effort to transition them into a really hot prospect, but it’s key what stage in the buying cycle they’re in before pushing them to your sales team. Lead management can help identify quality sales leads. Having a tool to manage your database will filter out unqualified leads so sales can invest resources in the right place and close marketing leads faster.
2. Nurture Leads with Lead Management Software
Once you realize where each lead is in your funnel, identify what type of content will engage so they move to the next stage. Develop a myriad of pieces such as topical white papers, case studies, blog posts – the list goes on, to deploy at specific touch-points in your database to get prospects’ attention. Best rule of thumb is to communicate with each lead driver at every tier three or more times. This will double your results as studies prove nurtured leads make larger purchases over non-nurtured ones. Lead management software can help you better nurture these leads by determining which content type bring in your best, most qualified sales leads. With this insight, you can focus marketing efforts and resources on developing copy that outperform the rest.
3. Track Metrics for Better Results
Before you begin your lead generation strategy, during the planning and development phase, set benchmarks and targets you want to achieve. Then use your lead management software to define a comprehensive process for nurturing and engaging at each stage in the silo. You can track and measure how effective you are at moving your prospects through the funnel, monitoring dollars spent and knowing when goals are met. It’s key to interact with buyers at every touch-point for better results when they move into the sales cycle. Because as every marketer knows, leads are the metrics to success and your success will drive revenue and boost sales.
Although each prospect and buyer is distinct, and having a well-rounded, organized approach to lead management is important, just taking the time and effort to communicate and engage with each prospect is what can make or break a deal. In the end, your buyer wants to have their challenges solved. And if you are able to do that, you’ll be able to win the account and outperform your competition.
How Can Clickback Manage Your Data and Increase Your Lead Flow?
Clickback and its Email Lead Generation (ELG) platform is the perfect lead management software for marketers who integrate purchased lists into their marketing mix. ELG lets you send email to everyone on every one of your lists. It’s a powerful list manager. It cleans your lists, manages and removes duplicate contacts, spam traps and more. It runs and controls ongoing, targeted nurture marketing campaigns with those leads. And when a lead converts, ELG integrates it instantly into your core marketing processes.
Ready to drive more leads into your funnel? View our case study to see how you can start.
