Quality lead generation is crucial to any successful sales and marketing company in today’s marketplace. But finding good quality leads to call on can be a tedious and time consuming process for your sales reps. Once your sales reps do find a valuable lead, they don’t always know the best way to follow up to convert that lead to a customer. An estimated 72% of companies are faced with this issue and are losing time and money because of it. Here are a few tips to help your sales reps find high quality leads, and increase their chances of converting those leads to customers.
Use The Right Tools:
- Lead generation tools, like RingLead DMS DMS Capture, can significantly help decrease decrease the amount of time spent prospecting and importing leads and contacts into your CRM. Capture allows users to gather information from any source including social media platforms, email signatures, titles, contact names, phone numbers and more, to generate valuable, clean data about a prospect in minutes. Once you’re captured the available and preliminary data, you can then enrich the leads data to pull direct dials, mobile numbers, additional email addresses and more. Capture will significantly decrease the amount of time you spend prospecting, all while providing rich and valuable data about your prospect, allowing your sales reps to do more of what they are paid to do — sell!
Use The Right Collateral:
- Once you find great quality leads, you must be able to provide them with valuable marketing material. It’s important for your company to have datasheets, blog posts, video content, e-books, slideshow presentations and other collateral on hand to send to leads. Remember that calls and emails should be short, simple and concise so that leads don’t have to think too hard about what you’re trying to say. Make sure you have an active social media presence so that leads can quickly and easily check out information on you and your company, and be up to date about new products and features.
Use The Right Language:
- When reaching out to new leads either through social media, email, or phone, it is important to use the right language. No one wants to feel like they are being sold something. Instead, personalize your message and take the time to get to know your lead. Mention the college they attended, or congratulate them on a promotion. Create personalized email and call campaigns based on verticals specific to your company to most effectively nurture prospects. Showing your lead that you have taken the time to research them can go a long way in building a relationship. Once you’ve built up some trust, find out your leads problems and provide solution based content to nurture them throughout the sales cycle. Helping your lead solve a problem is much more effective than giving them a sales pitch.
Ready to generate more leads? Get a FREE trial of DMS Capture here and start prospecting today!