Converting Leads Into Sales: 5 Tips for Identifying Quality Sales Leads

When you generate sales leads, they don’t automatically turn into sales. Unfortunately. It will require additional effort and action to turn leads into quality sales.

Here’s how. We have 5 tips to improve and identify business sales leads with real potential.

1. Act Quickly

It’s in your interest to kickstart the relationship with leads as soon as possible.

The levels of interest drop drastically as time goes by. The lead may move on to a competitor or their next task of the day.

In fact, a study in 2011 by Dr. James Oldroyd found that most companies are not fast enough at responding to leads. Only 45% follow up with a lead within 24 hours.

Even that’s not quick enough! MIT also found that leads could potentially be lost 90 minutes after the first point of contact. That’s saying something.

2. Qualify Your Lead

It’s important to realize that not all leads are valuable for the sales team.

That’s why it’s best to qualify leads according to various factors. For example:

  • Are they a close match to your target audience?
  • Have they performed an action with your company before?
  • Where in the customer journey are they?

If you put effort into a lead that won’t buy, you’ll waste time and resources. Make sure you assign a coordinator to qualify leads as they come in.

3. Dangle an ROI Carrot

Capture the attention of a lead the moment they land on your website. Use your unique selling point that solves a problem.

The lead should be reminded of their problem, your solution, and the ROI that they’ll experience from your service or product.

This helps push converting leads and nudging them into the waiting hands of the sales team.

4. Follow Up

Once you’ve reached out with an attractive ROI, keep the lead warm. This means regular contact using a structured process.

To align your internal processes, ask your team the following questions:

  • How and who initiates the first contact?
  • How do we save contact data?
  • At what point is a lead considered a sale?
  • Which follow up activities do we have?

When you follow up, make sure you maintain a top-down view of all your leads. This allows you to track the progress of each lead as they move through the phases.

5. Track Results

Finally, track your results regularly to improve conversion. It’s in our nature to be optimistic and to assume we understand what is working. But we need hard facts.

You can choose to adopt a CRM system that shows the metrics at each stage of the sales funnel. This helps you track closing ratio, lead conversation rate, and more.

Once you’re armed with the facts, you can evaluate how to improve your sales funnel.

Generating Sales Leads Is a Science

The most successful salespeople work in a structured and organized way. They operate according to data. They ensure that all team members know when and how to contact leads.

Once you have an effective process in place, you’ll be generating qualified leads with much more ease.

If you need any help with your marketing, we offer various marketing services to take your lead generation to the next level. Schedule a free consultation with us today!

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