Leads: Functions, Types and Tips to Convert Leads into Customers
Table of Contents
Leads are a common term in the marketing world, also referred to as potential customers, or people/organizations who have an interest in products or services offered.
The leads will leave some information to be followed up on, such as names and contact numbers. Furthermore, as the party providing the offer, you can contact them using the right approach and provide the information needed so that these leads can become customers of your business.
Functions of Leads Management
Paying attention to leads is beneficial for the marketing strategy because it directly affects:
- People who are interested in the products/services offered
- Ease of grouping customer or potential customer demographics
- Targeted promotion to the right people to buy the product
- Ease of doing marketing with inbound marketing strategies
Types of Leads
Product Qualified Leads
Prospective customers who have tried the products from the free-trial stage and have further interest to buy the product.
Sales Qualified Leads
Sales Qualified Leads are those who already have an interest to become customers and will spend their money to buy products and services offered.
Read More: Sales Pipeline Lead Management
Marketing Qualified Leads
Those who have interacted with promotional materials for product/services offered.
Steps to Turn Leads into Customers
After knowing several types of leads above, consider the following tips to turn leads into loyal customers.
Communicative Conversation
Two-way communication is necessary for building a relationship with potential customers. Start the conversation slowly by listening to the needs of potential customers without rushing to offer your products/services.
Problem Identification
While the prospect tells about their needs, start to identify the problem. Take a different approach each time you ask a question, so the conversation can go deeper before you offer a relevant solution.
Offering Relevant Solutions
After knowing the problems experienced by potential customers, start relating these problems to the advantages of your product. What solutions can you offer? Act as a mentor who understands the prospect’s problems. You must have in-depth product knowledge to elaborate on the conversation naturally.
Keep The Trust
Talking about facts and showing customer testimonials can be one way to maintain potential customers’ trust. Show the credibility of your product/service without giving the impression of being too proud of the product.
Product or Service Trial
Allowing potential customers to try the products and services offered can be a potential promotional tool.
Follow Up
Once the prospect has finished with the trial period, retain the lead by following up via email or phone call. Follow up as soon as possible and don’t make potential customers wait.
Read More: Lead Management 101: Effective Lead Closing Techniques
Monitor the progress of incoming leads easily by collaborating with your team. To facilitate lead-organizing activities, Advotics can analyze prospected leads from various funnels.
Other advantages of Leads Management Advotics:
– Next activity reminder feature
– Labeling each sales stage according to the company’s internal terms
– Dividing leads into each sales status along with the total value of potential income
– Monitoring & estimating the potential leads that will be obtained in one system
Book a demo now and get the best offer from Advotics.
