When it comes to #lead generation, Understanding “what is not important” is essential and the key to sales. Recently I came across a very interesting situation where an unqualified lead was identified and pushed to recovery team which resulted in a sale of a luxury Apartment of a property developer that was unsold for many years.
What is not important in lead generation:
Volume of leads is not important and is irrelevant in lead generation. Quality of leads is crucial in lead generation. But even more important is you taking ownership of the leads that you bring and check how efficiently it is handled by the telecallers.
In such cases, you have to closely watch even unqualified leads and understand why it is unqualified. For this you also have to do call quality analysis.
You might be the most efficient lead generating machine in this world, But this is not important and goes unnoticed if you do not try to understand how your leads are handled by tele-callers. For this you have to:
Keep a good relationship with the team,
Motivate them always
Check and anlyze the unqualified leads.
Understand pattern between lead to unqualified, lead to qualified, lead to sales, sales to occupation, sales to location , lead to key decision makers of each lead etc.,
You should also pay attention to the response rate of your leads. It is essential to understand how many of the leads are actually taking the time to respond to your call.
Furthermore, you should be tracking how long it takes for a lead to move through each stage of the sales cycle. This will help you identify any areas of opportunity or improvement. it is important to keep track of the customer’s journey through the sales process. Knowing the customer’s journey and paying attention to any changes in the process can help you adjust your tactics and better accommodate their needs.
Its important to keep a record of the success rate of each lead and how many of them resulted in successful sales. This will allow you to gain insight into which leads were the most effective and provide you with key insights on how to better target your leads going forward.
It is also important to have an understanding of the budget and time constraints of your leads. The longer it takes to close a deal, the more money and resources are required. Having a clear understanding of the financial and time constraints of your leads will allow you to better target your leads and provide them with financial solutions that will help them close their deals faster.
You should also be aware of the competition for the leads you are targeting. Knowing the competitors in the market and their strategies will help you adjust your own tactics and differentiate your product/service from the competition.
It is also important to pay attention to customer feedback and reviews. Understanding what customers think about your product or service and how they interact with it will allow you to make improvements and adjustments to better serve their needs. Additionally, it is important to keep track of customer complaints and any issues they are having with the product or service. By understanding the root cause of any issues and complaints, you can take the necessary steps to resolve them and ensure a positive customer experience.