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Sales Lead
Management
by Joshua Feinberg
Sales lead
management is a business activity that tends to be cast aside when the going
gets good. When the current revenue stream is flowing great, sales lead
management is the farthest thing from peoples mind. Unfortunately, when
marketing activities are put on hold the likelihood that they need to be used
increases.
One of the most
dangerous things that happens to professional service businesses when they
start generating lots of revenue, is that sales lead management suffers.
Typically what happens is the owner starts to work more and more hours. This
results in lots of billable hours. But, an increase in billable hours often
comes with a decrease in marketing hours.
Poor Sales Lead
Management Is Poor Business Practice
Sales lead management is
neglected when there is less time available. Attending networking events and
doing follow-ups and sales calls almost disappear. Phone calls from leads
remain unreturned for days, even weeks at a time. Slowly, concern for the
business diminishes and is replaced with concern about writing invoices.
This lack of sales lead management is a sure sign of future death. You
need to be constantly adding new opportunities to your funnel. Going to more
networking events, getting new people in your database, and getting more
proposals out there.
Not all sales lead management activities, though,
need to be this time intensive. Direct mail is an excellent sales lead
management technique that can run on autopilot. It is also financially
affordable.
Regardless of what type of sales lead management you use,
you need to be spending much of your time on getting people into your funnel.
Qualifying leads as prospects. Getting the prospects and getting them signed up
for work. You never know when you will need to turn those leads into paying
customers. It is much easier to do so when they are already part of your
marketing efforts.
The Bottom Line on Sales Lead Management
The type of sales lead management technique you use is not the most
important issue. The important factor is that you use sales lead management
consistently, regardless of where your business is at in terms of sales and
revenue volume. When you have hardly any customers, to when you have more
customers than you think you can handle, your sales lead management will make a
difference in your long term success.
Copyright MMI-MMVI, Computer
Consulting 101. All Worldwide Rights Reserved.
Joshua Feinberg,
co-founder of Computer Consulting 101, helps computer consulting business
owners get more steady, high-paying clients. Learn how you can too with free
proven computer consulting secrets at
http://www.ComputerConsulting101.com
| Recommended
Leads Resources |
Marketing Dashboard
If you're tired of reading reams of pages in
ebooks then something I stumbled across might help you, by a guy you've
probably heard of named Marlon Sanders. He's very well known on the net.
What it is, is a Marketing Dashboard. The concept is you point, click
and follow the steps. So it's literally "point and click marketing".
The Marketing Dashboard is divided into 6 steps, with 6 steps each,
which makes it a 6 week program with actions you take -- 6 days per week. The
best thing is to see a screen capture of the marketing dashboard, and you'll
instantly understand how it will help you.
Click here for a
picture and to read more
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