Are you struggling to keep track of your online leads? Do you feel like you’re constantly playing catch up, and that your competition is getting ahead of you?
If you’re looking for a comprehensive guide to online lead management, you’ve come to the right place. Here at Simple1300Numbers, we specialise in streamlining the lead management process.
In this guide, we’ll cover everything you need to know about online lead management, from the basics of lead capture to more advanced topics like lead nurturing and lead conversion. By the end, you’ll have a better understanding of how to manage your online leads effectively.
So what are you waiting for? Let’s get started!
Lead management is the process of tracking, nurturing, and converting leads found online. The goal of online lead management is to help businesses close more deals and increase revenue.
There are a few key steps to online lead management:
By following these steps, businesses can better manage their online leads and increase their chances of closing more deals and getting value from lead management software.
Getting a 1300 number from Simple1300Numbers is a great step in managing your leads. This gives your website visitors an easy way to engage with your sales team, or an easy way to track the leads you are generating for a web asset and nurture leads through to sales.
Lead management is important because it helps businesses keep track of their leads, and ensures that they are making the most of every lead. By managing leads effectively, businesses can improve their sales numbers and close more deals.
A lead is a potential customer who has shown interest in your product or service.
You need to track your leads so that you can follow up with them and turn them into paying customers.
Lead generation is the process of identifying and acquiring new customers, while lead management is the process of nurturing and converting those leads into customers. In other words, lead generation is the first stage of the conversion funnel or sales process, while lead management is the process of securing leads and ensuring they are properly nurtured so that they can eventually be converted into customers.
Lead generation is more appropriately allocated as “marketing”, whereas lead management refers to the sales process. Often supported through a lead management software, your sales reps will be prompted for lead touch points and follow-up tasks to build confidence in your product and build the sales pipeline.
Sales lead management is the process of acquiring, nurturing, and converting leads into customers. By definition, then, lead management is critical to the success of any business, but it is particularly important to businesses that operate exclusively online. There are several reasons lead generation is key for this:
First, online businesses typically have a wider pool of potential leads than brick-and-mortar businesses. This is because their products and services are accessible to a global audience, 24 hours a day, 7 days a week. Consequently, online businesses and their respective sales reps need to be especially diligent in their lead management in order to sift through all of the potential leads and identify the ones that are the best fit for their products or services.
Second, online businesses often have a shorter sales cycle than brick-and-mortar businesses. This is because the purchase decision is often made quickly and without the need for face-to-face interaction. As such, it is even more important for online businesses to have a well-oiled lead management system in place so that they can quickly identify and nurture the leads that are most likely to convert into customers.
Third, online businesses typically have a lower cost of customer acquisition than brick-and-mortar businesses. This is because the overhead costs associated with running a shop front price them out of the market.
Putting in place a core lead management system early on in your business will deliver you long term results – trust me. This is generally achieved through lead management software that your sales teams will use to nurture leads and then move to a customer relationship management platform.
The lead management process can be broken down into a few quite generic steps and applied to any business no matter the size of the business or stage in the business life cycle.
Let’s unpack each of the steps that lead management software involves, and identify and describe their role in the sales process and what is involved.
Lead generation is the process of identifying and qualifying the leads for a business’s products or services. Lead capture is the process of capturing and storing information about potential new customers for use in marketing and sales efforts.
Lead generation often carries the biggest cost as the business owner invests in things like search engine optimisation and paid advertising in an effort to capture leads, acquiring leads and generating new leads.
Lead enrichment and tracking is the process of adding additional information to leads in order to better target and track them. The art of learning to track leads is a core competency of any good sales person. This additional information can include contact information, demographics, interests, behaviour data, and even key metrics such as budget and stage in the sales process. By enriching leads, businesses can more effectively target and track their marketing and sales efforts leading to more leads for their sales teams.
Lead qualification, or lead grading, is the process of determining whether a lead is ready to be passed on to sales. This process usually includes some sort of scoring system, wherein leads are given a score based on certain criteria that indicate how likely they are to close a deal. The criteria used to score leads can vary depending on the company, but may include factors such as the lead’s budget, authority, need, and timeline.
Lead distribution is the process of distributing leads among salespeople in an organisation. The goal of lead distribution is to ensure that each salesperson has a fair opportunity to follow up on leads and convert them into sales.
Lead nurturing is the process of developing relationships with buyers at every stage of the sales funnel, and delivering the information and resources they need to move down the funnel.
This is achieved by regular yet natural engagement with the buyer. Reminding them of your offering in a subtle way, build relationship, be patient and present a great deal at an appropriate time.
At this stage within the lead management process, focus should shift back to lead distribution. Lead Distribution for online business with call tracking is a process of dividing up leads among multiple salespeople or departments so that each person or team has a fair share of work to follow up on. Call tracking can help managers see which leads are being called and how often, so that they can distribute leads more evenly. It also allows them to see which advertising mediums are responsible for generating the new leads which can lead to funding to enable more leads.
Sales outreach is the process of contacting new customers to generate new sales opportunities. It can involve a variety of activities, such as emailing, calling, or visiting customers.
Finally, the focus should revert to lead nurturing. Lead nurturing is the process of building relationships with potential customers, usually through email, with the goal of eventually converting them into sales.
A 1300 number can help with lead management by providing a dedicated line for each website asset for customers to call. This can help to ensure that leads are not lost or forgotten about and can help to streamline the process of following up with leads, which is often done by lead management software.
This also means you can attribute sales from a particular website or online resource correctly. This is perfect if you are in the Lead Generation business and are looking to charge the leads you are generating back to the business receiving the leads.
Additionally, a 1300 number can help to track the number of leads that are coming in, which can be helpful in determining which marketing strategies are working and which ones are not.
Depending on your product set you will most likely be interested in lead tracking:
1300 numbers for call tracking your leads in particular for an online style business or a national market.
Local/Virtual numbers for tracking the number of leads your website or GMB is generating, particularly useful for local geographic-based products or services.
Build a complete profile for your online marketing and lead generation, including historical data, past call details, and a list of past leads. The Simple1300Number platform is designed to help you make the most of your landing pages and social media through unique numbers that pass validation. This gives you a higher score and one platform to manage your customers.
Using some of the free features that Simple 1300 Numbers includes for call tracking enrichment with both the 1300/1800 number and the virtual numbers will fast-track your lead generation and management.
Here are the core free features you will need to get the most from the hard-earned leads you are generating:
Call Recording – playback the call, make notes, change your script and refine
Email Notifications – quickly call back a lead when you miss them, or tally them up at the end of the week to track performance offline
SMS notifications – a must-have for the tradie on the go – quickly and easily call the lead back when you are ready.
Call Reporting – detailed view of the monthly numbers performance with all your core lead information (Time of call, CallerID, Call recording etc).
You can make use of the data the Simple1300Number system offers to build a list of emails and SMS numbers for your future email campaigns or SMS marketing campaigns. Using your lead management software, you can schedule follow-ups for your salespeople, create email templates to entice your prospects to your company and create a focal point for your business with a single-click experience for them.
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Perth
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