How to Process Sales Leads

Before receiving your first sales lead or a list of sales, you need to have a process in place on following up with the leads and ultimately turning them into sales. The sales process varies according to the product or service you are selling and the point at which the lead enters into your sales process. The point of planning out your sales process is to move the prospects from the point at which they enter to the point they bring in a sale faster and easier.

Suggestions

1. Call or email the lead. Your initial response to the lead depends on how the lead reached you and how the lead expects you to respond. For example, if the sales lead came from a recipient of a postcard that your company mailed out that prompted the recipient to call your business for more information, then you should return their call to provide them the information they are seeking. If the lead came from someone who visited your website, filled out the subscription form and downloaded your free ebook, then the first follow-up should be an email that welcomes them as a subscriber and provides them with an overview of information they should expect to receive.
2. Explain the next step. Each contact you have with the lead should act as a next step in your sales process. This means that at the end of each email, phone call or even face-to-face contact you have with the lead, you should explain to them what the next step is. For example, if you are sending an email to follow-up on a subscriber registering to receive a download of your ebook, then the end of the email should alert them that you are also offering a seminar series they can register for to learn more about your product or service offered.
3. Track prospect responses and take notes. Each time you call a lead, make notes on what the discussion entailed and how you ended the phone call. Remind yourself if you are going to call them again in a week or send them an information package. When an email goes out, use software or a contact management system that allow you to track when and if the recipient opens the email and which links in the email the customer clicks on.
4. Ask for the sale. Never assume that your prospect knows that you want them to buy. While it may seem obvious that is your goal, simply ask for the sale by guiding the prospect into the product or service that is most appropriate for them. During your conversations or by evaluating their behavior when tracking email open rates and click-thrus, you can narrow down your product or service offering. Either ask the prospect if they are ready to sign on as your client or to buy your product, or softly suggest it by making a statement such as, "Let's get you up and running in the six-month fitness bootcamp program. Let me prepare the contract for you." Assuming the sale is one way to close the deal and convert the lead into a sale.

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