A lead management system can be of utmost importance to your business. If you are a parent or friends with one, you know parenthood comes with their own set of jubilation. However, when it comes to the aspect of raising a child, it is not that easy. With one or two kids, it is still considerably manageable however, with a dozen babies, it is beyond manageable. One cannot simply pick out one or two and leave the rest, considering the fact that all your kids require undivided attention. The scenario is pretty similar when it comes to the aspect of business.
Starting up a business definitely comes with its own set of jubilation. However, in the phase where the venture starts growing it receives more inquiries and leads. This often goes beyond the handling capacity of the venture, therefore the companies are not able to give equal amounts of time and attention. This is when their leads begin to scatter and quite a few go unnoticed. Similar to the example of children, all the leads and enquiries demand equal amounts of time and importance.
This is where the process of lead management comes into existence. If we consider the traditional definition of lead management, Lead management is a process that deals with managing the existing leads and the prospective leads consistently and equally. However, this is the traditional approach. The market is dynamic and it is constantly evolving. If we consider the modern day lead management with the help of a workforce automation crm software, it does a lot more than simply managing leads. In fact, it has a direct impact on sales as well as the aspect of marketing.
A more relevant definition of current day lead management is that it is a process that deals with targeting and capturing leads, tracking their behaviour and activities, approving them, giving them consistent attention and passing it on to the business development or the sales team in order to be converted. Therefore, from a prospective lead to an existing consumer there is a well organised process that follows. Even the following definition appears very simple on the surface level. In practicality, lead management is a much more complicated procedure. More so, if the number of leads and enquiries are high. This is because lead management is a process that involves multiple stages and an organised flow.
Let us now consider the stages of lead management in detail so that we can understand the complexity of the process.
1. Lead capture automation
Lead capture automation implies that the leads should be captured within your system automatically. If we consider the contemporary market there are several sources of lead generation. When the lead volume is high, it is impossible to enter each and every lead into the system manually.A good workforce automation crm software ensures that each lead is entered into the system right at the onset of its origin. Whether through email, website query, LinkedIn message or enquiries on social media pages, every lead finds its way to the sales force automation tool. In this way, there will not be a chance of missing out on any prospective lead. Another important aspect of lead capture automation is the capacity to automatically assess the sources that generate the most number of leads. With the help of the right workforce automation software, one is able to identify the source that generates leads with the highest revenue. This data is important both for marketing as well as for business development.
2. Lead tracking
In the stages of lead management, after the capturing of lead, the next stage is lead tracking. When a prospective lead is captured, the concerned workforce automation crm software will track the behaviour and the activities of that lead. These include activities such as the pages that they are visiting, the time that they spend on your website or blogs, the forms that they fill and other things. In this way one can obtain valuable insights about their leads which would not be accessible otherwise.The modern day workforce automation crm softwares also tracks the conversations over phone or chat. Tracking the behaviour and activities of the lead is very helpful in terms of ensuring customer satisfaction. Further, a good workforce automation crm software ensures that the process of tracking is effortless.
3. Lead distribution
After capturing the lead and following a reliable procedure of tracking activities, it is important to pass it to the relevant sales team or the business development team. This process is extremely time consuming if one tries to do it manually. This is where the lead management under a good workforce automation crm software comes into the picture.If a particular venture is able to connect with a prospective lead before their lead, it is inevitable that the venture is in an advantageous position. A good software reduces the time and the process becomes much more convenient.
4. Lead qualification
This is an important process in the aspect of lead management. At this stage leads are analysed whether they are worth pursuing or not. The leads that are qualified are known as “sales-ready leads”. Some softwares give scores while others give assessment results to each lead based on their chances of closure. A good sales force automation software helps the concerned venture to prioritise leads. The leads that are prioritised are passed on to the sales team or the team that deals with business development.Again, this is another process which is extremely cumbersome if done manually. A good workforce automation crm software ensures the best ways to qualify the needs that generate the best revenues.
5. Lead nurturing
Lead management is not a process that has a dead end. There is nothing called a dead lead. It is true that not all of the leads that you generate become a consumer. Some of them may not become a consumer at the moment but they may change their mind in the future. Some of them may not become a consumer but a good experience with your brand or venture might earn you an advocate for a lifetime. People who may not become a consumer might be an instrument for recommendation and marketing.The moment you come across a lead that expresses a sense of disinterest, one gets an idea of how to get that person interested. In fact, it is this category that consumes the largest part of the lead management infrastructure. The leads that don't express immediate interest are the ones that furnish a venture with the requisite knowledge of patterns and behaviour.
Therefore, lead management is a cumbersome process. An efficient lead management system will inevitably result in the growth of a venture irrespective of their industry.
Lead management is one of the toughest spheres when it comes to the aspect of business. Regardless of the size of the company or the category of the industry, each and every company strives for obtaining better leads. No business would run smoothly without getting the right kind of leads. Getting leads and managing those leads are difficult. However, Imprint AI has a solution to that. With the advanced technology that Imprint AI is furnished with, the aspect of lead management becomes a lot easier. With Imprint AI, users can manage leads in a much more simplified way.
Imprint AI has the capacity to manage the lead cycle holistically from its creation to its closure. Imprint ensures timely follow-up reminders, discussions on the follow up as well as visibility to the stakeholders. With Imprint AI, there is no chance of missing another lead. Further, the entire history of the leads will remain organized which allows the concerned team to communicate better with clients. With Imprint AI, field agents & managers can have easy access to all the available data, including product catalogs, training videos and competitor data. The complete history of every lead allows better management of the existing leads as well as better conversion of prospective leads