Content
Mistake 1. Not recording leads and progress with them
Mistake 2. Trying to close leads without strategy and tactics
Mistake 3. Treating leads as reference
Mistake 4. Forgetting about leads
Mistake 5. Ignoring difficult and unprofitable leads
Mistake 6. Letting salespeople “float freely”
Mistake 7. Processing leads with delay
Mistake 8. Ignore customer service
Mistake 9. Turning the sales department into an office
Conclusions. How to process leads correctly and without errors
Mistake 1. Not recording leads and progress with them
When the lead processing process is not recorded in any way, it is impossible to identify and fix problems in working with leads. In addition, you should not count on repeat sales or customer returns after a long time.
This mistake is corrected by implementing bahrain phone number list a CRM system and detailed recording of lead progression through the funnel. Learn more about what a CRM system is in our article.
Mistake 2. Trying to close leads without strategy and tactics
Another common mistake is trying to process leads without a clear algorithm and understanding of why and for what purpose certain actions are performed. The talent of a sales manager will not replace proven business processes. Again, the lack of a lead processing strategy does not allow for analysis of actions and adjustments.
The problem can be solved by classifying leads, outlining ways to process them, testing them, and then drawing conclusions. An automated sales funnel in a CRM system can be very helpful in this.
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Mistake 3. Treating leads as reference
There is a big difference between the help desk and the sales department. In the first case, the manager simply answers the buyer's questions. In the second case, he actively sells, finds out needs and works with objections. If a business needs to increase the efficiency of lead processing, we recommend making sure that the sales department is qualitatively different from the information bureau
Mistake 4. Forgetting about leads
Some customers are interested in the product, but do not make a purchase right away. Sometimes, half a year or more passes before the customer reaches a deal. And it is extremely unlikely that he will remember the companies he contacted earlier. Therefore, the surest way to “merge” cold and warm leads is not to remind yourself of yourself after a while. And it is still possible and necessary to close such leads. For example, with the help of follow-up mailings .
Mistake 5. Ignoring difficult and unprofitable leads
Sales managers often work on a percentage basis, so they tend to focus their efforts on closing high-value leads and neglect unprofitable ones. But low-value leads or “difficult” customers can be a major source of revenue. If you’re seeing this trend in your company, it might be time to review your sales KPIs .