How to Manage Sales Leads through the Close

How to Manage Sales Leads
Source of Infographic: DemandResults

B2B Lead Nurturing Guide

In today’s economy utilizing every possible tool you have to close a sale can be highly beneficial. The first step in this process is an introductory phone call. This call basically is used to introduce yourself, and your product. It is usually short and to the point.

Keep in mind that leads can come from free trials, web forms, trade shows, referrals, and your business cards. It is essential to utilize each tool to maximize your results.

Get Acquainted

It is then suggested on day two you have a follow up email. This is used to touch base. Suggest that you heard the customer and gauge what their feelings are with your product or service. You want to make sure the connection is kept warm.

The fifth day of contact is used for case study to show how your product out does the other products that are similar.

On the ninth day post contact you want to invite your client to a webinar to give them more information on the service or benefits your company or product has to offer.

Create Added Value in Product

By day 14, you are then ready to discuss your competitive edge, the things that make you different from your competitor. By keeping in this cycle you are warming your lead up to the sale.

On the 20th day you are sending white paper, just leaving the door open for any questions or concerns the client may have. Once this settles in you are then ready to touch base with your client on the 28th day.

If things have gone right and your sales rep is about to close the deal you need to back off at this stage. Pushing excessively could ruin a sale and make a potential customer shy away. This step is VERY important because at this step you could lose a sale.

On the 35th day again use webinar to keep in contact. The 38th and 44th days are phone call days to remind the customer you are there for them to answer any possible question that may arise.

Follow Implementation Process

By day 50 you are using the implementation guide. By day 55 you should be ready to discuss the contract. It is again at this stage you could possibly lose a sale. If you have done your homework and answered all the questions and concerns of your client this should be an easy step.

The whole process is about trust building. You are building a relationship with trust and earning their respect so that day 60 you should be able to close the sale. If you have answered all the questions, handled your objections beforehand and not been too pushy you should smoothly sail into closing the sale.

If you come across an objection at this point, consider recycling this contact for a future opportunity.

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