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Lead Follow-up is the most
important process area in the Sales Lead Management domain.
Lead follow-up results in conversion of prospects into
customers. Based on the follow-up activities, the leads
rank or lead score and lead status can change. Lead
Conversion rates can be improved significantly by
following up the leads and not letting them fall through
the cracks.
For example, if a prospect agrees
for an in-person demonstration of a product, then there
is a greater percentage of conversion possibility. On
the other hand, if a prospect refuses to return phone
calls or does not respond to the emails, then the
prospect’s interest may be low and hence the rank /
score could be lowered.
In
addition to the traditional follow-up activities such as
telephone calls, personal visits, quotations and
proposals, the email / web based activities are also of
great importance in the current scenario.
For
example, a message sent via an email campaign is opened,
read and clicked by a prospect, the interest level can
be considered high. If the emails are never opened, the
scores on account of these activities will be very low.
Note
that LeadPro provides comprehensive tracking and
performance statistics for email follow-up campaigns
delivered via LeadPro.
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