No matter how skilled a salesperson you may be, if you don’t have a reliable way to organize leads, you’re missing out on sales opportunities.
Every sale starts with a lead. To make a sale, you qualify and contact your lead, follow up, and do what you need to do to finally close. For all of that to be possible, it’s critical that you have a way to organize leads so you can keep track of where you are in the sales cycle.
If you’ve been in the business a while, you might think you have a system down, but think again. A 2017 study of over 900 sales companies found that the average salesperson makes over 94 touches a day. That’s—a lot of contacts. If you’re still jotting down notes on paper, it’s going to be hard to keep up with the volume expected in today’s sales environment.
If you find it challenging to organize leads, you’re not alone. Many salespeople struggle with this aspect of their jobs. Still, those who master it frequently enjoy more success and probably less stress once they’ve figured out their processes. Not sure where to start? We’ve got some useful tips for you here.
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8 Simple tips to help you organize leads and create more sales
1. Take advantage of tech
Perhaps the most effective tool to help you organize leads is call management software like Call Logic. When you use a cloud-based platform to develop and track leads, you ensure that all of your information is in one place and accessible from anywhere with WiFi or data services. In addition to the auto-dialer features, which can also save you lots of time and money, call management software allows you to take notes directly in a client profile, schedule follow-ups, and more. With the pace of the world today, we believe this kind of technology is a must-have.
2. Embrace automation
Another of the many advantages of call management software is the ability to automate tasks, such as follow-up emails, touch-bases with dormant leads, and more. By automating the tasks from the start, you free up your mind to focus on other things without the worry of a forgotten step that could have been a crucial step in closing a deal. Remember, though, to occasionally audit your automation to ensure it’s working the way you want it to and not, for example, sending emails to people who’ve asked not to be contacted anymore.
3. Get in touch right away
Another thing you can do to help organize leads is to get in touch with new leads right away. This not only tends to have a better result in terms of making a sale, but by reaching out immediately, you won’t lose the new lead in the mix of everything else that’s going on. Even if you’re in the middle of another task, put a pin in it and connect with the lead to establish a relationship and create a customer profile in your database or on a lead sheet.
4. Categorize leads
If you’re using call management software, locating a lead in the database shouldn’t be too tough—unless you’ve forgotten the lead’s name. This is where categorization comes in handy. Whether you’re using software or a filing system, if you organize leads by category, you’ll have an easier time looking for the ones that have eluded you with all that you’ve got on your plate. Organize leads in a way that makes sense for what you’re selling or just in a way that makes sense to you, so you’ll always have what you need at your fingertips.
5. Organize yourself
It may be difficult for you to organize leads if you haven’t first gotten yourself organized. Keep a daily task list to help you stay on track and avoid missing any important opportunities. Block out time to deal with leads and spend some of that time ensuring that you’ve got them all in order, especially if you are someone who takes notes by hand and needs to transfer those notes into a database or lead sheet.
6. Archive stale leads
If you have leads who’ve been consistently unresponsive or who’ve asked to be removed from your contact list, take some time to archive those profiles, so they don’t take up space amongst leads that are more likely to turn into sales. If you can avoid deleting them entirely, that’s preferable since you never know when an opportunity may arise, but if the lead is genuinely stale, best to move along and not clutter your database or filing cabinet.
7. Schedule reminders
Whether or not you’re using call management software, good sales reps have some way of setting reminders for themselves. We don’t mean jotting a reminder down on a sticky note; we mean set a reminder that will actually notify you when the time comes for a task. Most smartphones have this capability, as do calendar programs, and of course, call management software. This allows you to forget about your task until the time has come for it to be completed.
8. Review your progress regularly
Finally, having a system to review your daily progress can help you organize leads and pick up on anything you might have missed in your routine. Two or three times a day and at the end of every day, look back on your task list to see if you’ve accomplished everything or whether something got bumped because of another unexpected priority. This is also a great practice to help you know where you’re most efficient and which areas of your work might need some attention.
Identify tasks, improve efficiency, get organized, and you’ll likely find yourself closing far more sales than maybe you thought possible.
Become more efficient with the help of Call Logic, call management software designed specifically for telesales professionals. Find out more by signing up for a free demo!