When And How To Contact Gathered Leads

Basically, a “lead” is defined as an individual who is likely to be interested in your products or services based on certain predefined demographic traits. The process of lead generation is to identify and capture the interest of these potential buyers through several different promotional methods. Lead generation methods often include online and offline advertising, unique incentives and trade show promotions.

So, after exhibiting at a trade show, presenting your business and products and gathering those potential leads, the next step is how to follow up with each lead effectively.

  • Leads follow up

    Contacting leads is a matter of the right timing and the right communication channels. You want to strive for a reasonable waiting period before following up with new potential customers. You also want to plan the means of contacting them, whether by phone, email newsletter or social media message.

  • Timing is everything

    The ideal time for contacting new sales leads depends on a few factors, but the general rule is that sooner is always better. Mass email newsletters are great tools for sales leads that have opted to receive further information about your products or services. Using email marketing software, you can prepare your newsletter ahead of time, add your new lead contacts and designate a later time for them to be sent to leads automatically.

  • Be persistent

    The main objective is to turn those gathered leads into buyers, and the key is persistence without crossing the line into spamming. So, even if some of your newly generated leads are not initially interested, keep them updated periodically with industry information they are likely to find useful. This tactic will keep your company name fresh in their minds, and it will increase the chances of their contacting you for a purchase in the future.

  • Getting feedback from customers

    Once your generated sales leads have become buyers, your next goal is to exceed their expectations. Establishing yourself as an expert in your field will lead to repeat customers coming to you for these answers. You can also use this part of customer relations to demonstrate how your products or services add value in terms of buyer needs and wants. It’s a great approach to bring in more positive feedback and word-of-mouth recommendations from your growing loyal customer base.

Once you have a list of promising sales leads, the next crucial steps involve building solid relationships and demonstrating how your business adds more value. Planning, persistence and timing are also essential components of contacting new sales leads and converting them to eventual purchasers.

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