Every business needs a steady flow of inbound sales leads. They have the potential to turn into a customer, and maybe even a customer that stays with you for years. That is why is it so important to follow up on inbound sales leads.
Following up on inbound sales leads should be ingrained in your sales team, but the majority of inbound leads are never followed up. Following up on leads will build a robust pipeline of prospects and grow your sales. To develop an effective process on how to follow up on inbound sales leads, you must understand where the leads are coming from.
Follow up on inbound sales leads
1. Follow up with every inbound sales lead
Every inbound sales lead will be different; you won’t know what the quality of that lead is until you make contact with them. That is why you need to follow up with all of the inbound leads. Keep a record of each lead in your CRM software. Even if that lead doesn’t close now, it may become a customer in the future.
2. Don’t sit on the lead
How long do you or your team sit on inbound leads? A day? Leads that are followed up on immediately have a higher conversion rate. If you received the inbound lead, the likelihood is that your competitor also received an enquiry, if they are quick to respond to the enquiry then you may lose out on the deal. The quicker you follow up on inbound sales leads, the greater the chance of them converting into a new client.
3. Answer their questions first
An inbound sales lead generally comes in as an enquiry. Your first priority should be to answer their questions with all the information that they are looking for. By focusing on answering their questions first, you build trust, credibility and likability. And that is going to increase your chances of turning this lead into a customer.
4. Continuous improvement
Tracking your sales lead follow up process will identify areas of improvement. And you should be looking for ways to continuously improve your process. It may be as simple as small tweaks to your follow up process that could make a big difference to your bottom line. Start setting goals in areas that you want to improve and measure your success each month.
We know how much work goes into generating inbound leads can be. After all, getting leads actively coming to you is a big challenge in most markets. Creating relevant content, organising events and running Webinars is both costly and time-consuming. What happens when you’ve syndicated your content? Or you’ve got your website inbound engine up and running, and you have an influx of new leads?
That’s where IntegriLeads step in. We follow up with your inbound leads and qualify them to whatever level you need. Our team supplements your current team and help to deal with the leads you have spent so much effort in generating.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.