If you’re a business owner or a marketer who is struggling to increase sales and boost your revenue, then you need to pay attention to your lead management. Every time you forget to follow up on a lead, you are letting go of a potential loyal customer.
If you’re not handling your leads properly, then you might be missing out on revenue. Today we will be talking about lead flow and why it is important for your business.
What is Lead Flow?
Lead flow is the process of moving your leads through your sales funnel. It means guiding your leads every step of the way until they are converted. Just like the name suggests, there should be a proper “flow” to the way you manage your leads so that you can stay organized and consistent.
Staying organized is the key here because when the leads start streaming in, you don’t want to feel lost or confused. Consistency will go a long way because eventually, your lead flow will become second nature to you and your team.
You can start developing your own lead flow based on what works for you and what gets the best results. You can tweak it here and there to streamline the process and make it flow more smoothly.
The Importance of Lead Flow
Developing your lead flow creates a ton of benefits for your company. On the other hand, your business can also suffer significantly if you don’t have one.
Your lead flow determines how well your leads can move through your sales funnel. Without it, it’s like you have no solid plan for converting your leads. Leads can get lost in the shuffle and it can hurt your sales.
For example, if you’re getting lots of new leads, your sales team can easily get overwhelmed. If you’re not familiar with your own lead flow, then you might take on more work than your team can handle. And because there’s no way to tell which leads are more valuable than others, you might be focusing on those who are not interested in converting at all.
But with a clear lead flow structure, you always know what you’re supposed to do next and how to deal with each lead depending on how far along they are.
Improving Your Lead Flow Structure
Having a lead flow structure is one thing: developing a streamlined structure for your leads is another. Try to make a quick and concise lead flow structure to get better results. Studies show that buyers are 50 percent more likely to go with the first business that responds to them.
Consumers are also more likely to be interested in buying if the business contacts them right away. Don’t let your leads go cold. Contact your leads right away so you can move them to the next step sooner.
To improve your lead flow, develop a lead scoring system. You have to acknowledge the fact that not all your leads are going to be valuable. Don’t get tempted by the sheer number of leads you are bringing in. Consider quality over quantity so you can save time and energy on trying to convert less valuable leads.
A lead scoring system helps you determine which leads you should prioritize. This way, you can hand over the most valuable leads to your sales team.
Try to evaluate each lead depending on how close they are to your ideal customer, and how ready they are to move to the next step of your sales process. You can add more criteria based on your target audience and other factors. The goal is simply to identify which leads have the highest chance of getting converted. If the lead is not at all like your ideal customer, consider discarding them.
Once you’ve developed your lead flow, make sure every member of your team is on the same page. They should know how the whole process works, including the lead scoring system.
Finally, keep note of what works and what doesn’t. Always keep your lead flow updated and refined. Over time, you will create a lead flow structure that works perfectly and fits your business needs.