How to follow up sales leads smartly and how frequently

1. How to follow up sales leads smartly and how frequently? SalesBabu CRM For Enterprise Business & Startups M: +91 9611 171 345 Email: sales@salesbabu.com

2. Types of sales leads • Hot leads Hot leads are a type of qualified lead which meets all the required criteria which most of the time is set. Applying the BANT lead qualifying system can let you know if its a hot lead. • B for budget When the prospect is prepared a budget and is ready for disposal at anytime the project proposal is approved by the management. • A for authority When the prospect can make decisions or is the person in charge of making the purchase decision. • N for need When your prospect actually needs your product or service. • T for time frame The point period from the time you spoke with the prospect to the projected period of purchase of the new product or service. M: +91 9611 171 345 Email: sales@salesbabu.com

3. 2. Warm leads In warm leads, usually the constraints are budget or authority which avoids the conversion of lead to a sale. If the warm leads are nurtured well, the prospect may call you back or reach you out. 3. Cold leads Cold leads needs to be further nurtured through tools, efforts and skills. M: +91 9611 171 345 Email: sales@salesbabu.com

4. How to manage follow-up sales leads? • Make sure you are being responsive to your leads. • Personalize your communication in such a way that your leads do not feel like you are pushing canned responses to them. • Use social media platforms, emails, SMS or phone calls, depending upon your lead’s preferences. • Make a follow-up schedule depending upon the current priorities. The follow-up schedule includes a plan or a schedule which outlines when calls, emails or SMSs should be happening. • Knowing your customers needs and wants are one of the best forms of getting connected with your leads. • Provide valuable content to your prospects which contains information that is useful for the prospect. M: +91 9611 171 345 Email: sales@salesbabu.com

5. 7. Concentrate on the hottest leads at the right time. The hottest leads are the most qualified leads that your sales reps need to concentrate upon. 8. Align your sales and marketing department to convert leads into sales. The marketing reps should generate and nurture leads, and the sales reps should close leads. 9. After a lead comes in, thank them with a ‘thank you’ mail. 10. Always have a certain reason to contact your prospect. Do not just follow-up your prospect to check-in. M: +91 9611 171 345 Email: sales@salesbabu.com

6. How to manage sales leads smartly? Follow-up with leads is one of the basic ways of converting leads into sales. You must always remember that your clients are the reason for your business and following different types of follow-up will work differently for different customers or clients. Implementation of a CRM system can help you to manage sales leads smartly. Your sales reps are always loaded with various tasks like - administrative tasks, managing pipelines, following-up leads and maintaining sales reports etc. And enabling your sales reps with the right tools can benefit them to carry out their day-to-day tasks effectively. M: +91 9611 171 345 Email: sales@salesbabu.com

7. How CRM is used to follow-up sales leads? The CRM system provides sales pipeline management that provides a visual display of the opportunities at different stages of the sales process. As the lead moves through the sales pipeline, it helps to keep track of every deal. • The custom profile fields feature in your CRM application gives you an insight about where you need to obligate your resources. • Through the marketing automation software, leads can provide information about themselves which can be further used for the sales process. • The marketing automation software is dedicated to drive its efforts to make new customers through email, cold calls, PR initiatives etc. • The requisite data is presented in the form of graphical charts, MIS reports and metric analytics. • Once the collection of information like leads, background details, demographic information, purchase history and more are done, it is screened to filter out the interested leads and dump bogus clients to target them for better marketing results. • The task management software helps the sales reps to schedule follow-ups, meetings and calls. It also helps to create reminders, alerts, notifications and events etc. M: +91 9611 171 345 Email: sales@salesbabu.com

8. Simple methods of follow-up using CRM • CALL FOLLOW UPS • You can select a data and time to schedule follow-up calls with leads. • You can bifurcate the leads with respect to the lead’s interest. • You can allot the call follow-ups to sales reps. • You can set automated reminders or alerts to never miss a follow-ups. • You can also keep a record of the calls made to the leads. • The call status can also be updated depending on reasons like - did not pick the call, switched off, busy, not interested, out of reach etc. M: +91 9611 171 345 Email: sales@salesbabu.com

9. 2. SMS FOLLOW UP • You can automate follow-up messages to leads for any particular reason. • You can select templates created by you. • You can send personalized SMS according to your client’s requirements and wants. • You can set automated reminders and alerts to follow-up leads by SMS. • You can have a record on the SMSs being sent to clients by your sales people. M: +91 9611 171 345 Email: sales@salesbabu.com

10. 3. EMAIL FOLLOW UP • You can send personalized emails to your clients depending on their requirements. • You can select a date and time to schedule emails for leads. • You can have a record of the emails sent by your sales reps. • You can set automated reminders and alerts to follow-up your clients. • You can bifurcate the email follow-ups depending upon their interests. M: +91 9611 171 345 Email: sales@salesbabu.com

11. HOW OFTEN TO FOLLOW-UP? Every follow-up sequence differs from one industry to another. But here is a simple follow-up sequence which may work well for you with the help of the CRM software in the long run. • DAY 1 - First follow up • DAY 3 - Follow up • DAY 7 - Follow up • DAY 14 - Follow up • DAY 28 - Follow up • DAY 58 - Follow up • Next Once a Month You may have put in all the efforts to follow-up your lead but you should also be aware of - when to step back. Send them emails or SMSs which depicts your hope to work together in the future time period. M: +91 9611 171 345 Email: sales@salesbabu.com

12. Conclusion Besides the use of automated tools or any specific strategies to increase the conversion of leads into sales, you need to understand that that timing plays a significant role in lead management. If you take too long, you may lose the opportunity and if you push too hard, the lead may walk away. There are multiple CRM vendors in the market who provide various features and functionalities in their CRM system. And choosing the right CRM application for your business is surely a challenging task. M: +91 9611 171 345 Email: sales@salesbabu.com

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