Farming (encouraging current customers to refer potential customers);
Posted: Mon Apr 21, 2025 10:01 am
Perhaps increasing your company's revenue does not depend solely on reducing production costs or directly increasing sales. Efficient lead management, focused on qualifying and converting leads, can be the key to business success.
The strategy consists of prospecting leads through different channels and making them evolve through the sales funnel.
A survey conducted by MarketingSherpa in the B2B market indicates that “73% of leads generated are not prepared for sale” and that, even so, “65% of marketing professionals have not yet established lead nurturing campaigns”.
leads-prepared-sale
In other words, by applying an paraguay mobile database effective lead management strategy, in addition to generating greater value and a better experience for your lead, you generate a competitive advantage.
This is a structure that integrates sales and marketing teams, but some practices can help ensure satisfactory contact and effective rapprochement. They are:
Train your team
A qualified lead demands a lot of attention from your team, and ignoring it can ruin everything!
Training helps the team understand how to guide the lead, as there is a correct timing for each contact. This prevents the lead from communicating prematurely with the salesperson, a factor that can make them feel pressured.
Therefore, train your team and define the journey that the lead needs to take through the departments. It is important to note that training also applies to after-sales, to share profile information to help with the CRM tool.
Automate repetitive processes with a marketing automation platform
Define what will be measured to manage your processes. But be careful: using only a few metrics may not be enough to achieve your goal, as it will provide very partial results. Ideally, there should be several variables, but how can you be sure that they won't take too long to measure?
The answer lies in automation! Leave the work of calculating your variables to specialized software: in addition to saving time, you will know more precisely the ROI (Return on Investment) of each campaign, among other essential information for monitoring your strategies.
Be quick to respond to your lead
Quick feedback is essential for two main reasons:
Take advantage of the timing: if the lead has contacted you or returned the contact made by your team, it means that they have a specific interest at that moment. Don't miss this opportunity and don't let the lead go cold;
Don't leave room for your competition: be faster and offer the best possible experience before the lead contacts your competitor;
Don't forget to maintain dynamic contact even after the sale. These customers will receive news before any other lead and loyalty is essential. Remember that a former customer is always a potential customer, so try to cultivate them!
Enhance your communication and value proposition with data analysis
To ensure that you are getting the most out of each of the tools you have at your disposal, set aside some time each week to analyze the data you collect and optimize your communication based on the strategy that performs best.
If your company uses content marketing or inbound marketing strategies to generate leads and educate the market, the most accessed content or content with the highest volume of downloads tells you where the greatest interest of the audience you are reaching lies.
The strategy consists of prospecting leads through different channels and making them evolve through the sales funnel.
A survey conducted by MarketingSherpa in the B2B market indicates that “73% of leads generated are not prepared for sale” and that, even so, “65% of marketing professionals have not yet established lead nurturing campaigns”.
leads-prepared-sale
In other words, by applying an paraguay mobile database effective lead management strategy, in addition to generating greater value and a better experience for your lead, you generate a competitive advantage.
This is a structure that integrates sales and marketing teams, but some practices can help ensure satisfactory contact and effective rapprochement. They are:
Train your team
A qualified lead demands a lot of attention from your team, and ignoring it can ruin everything!
Training helps the team understand how to guide the lead, as there is a correct timing for each contact. This prevents the lead from communicating prematurely with the salesperson, a factor that can make them feel pressured.
Therefore, train your team and define the journey that the lead needs to take through the departments. It is important to note that training also applies to after-sales, to share profile information to help with the CRM tool.
Automate repetitive processes with a marketing automation platform
Define what will be measured to manage your processes. But be careful: using only a few metrics may not be enough to achieve your goal, as it will provide very partial results. Ideally, there should be several variables, but how can you be sure that they won't take too long to measure?
The answer lies in automation! Leave the work of calculating your variables to specialized software: in addition to saving time, you will know more precisely the ROI (Return on Investment) of each campaign, among other essential information for monitoring your strategies.
Be quick to respond to your lead
Quick feedback is essential for two main reasons:
Take advantage of the timing: if the lead has contacted you or returned the contact made by your team, it means that they have a specific interest at that moment. Don't miss this opportunity and don't let the lead go cold;
Don't leave room for your competition: be faster and offer the best possible experience before the lead contacts your competitor;
Don't forget to maintain dynamic contact even after the sale. These customers will receive news before any other lead and loyalty is essential. Remember that a former customer is always a potential customer, so try to cultivate them!
Enhance your communication and value proposition with data analysis
To ensure that you are getting the most out of each of the tools you have at your disposal, set aside some time each week to analyze the data you collect and optimize your communication based on the strategy that performs best.
If your company uses content marketing or inbound marketing strategies to generate leads and educate the market, the most accessed content or content with the highest volume of downloads tells you where the greatest interest of the audience you are reaching lies.