Monday, November 24, 2014

Lead Management: A Recipe for Success

Thanksgiving dinnerThe Halloween decorations have been put away. You’re starting to hear Christmas music playing on
the radio and in department stores. But wait a minute…what about Thanksgiving? That fantastic time of year when the air is crisp, the leaves are wonderful shades of orange and yellow, and there’s just one thing on everyone’s mind: lead management.

Wait, what?

Yep, you read that correctly. We know you thought we were going to say turkey, but lead management and cooking Thanksgiving dinner actually have a lot in common. Don’t believe us? Keep reading.

You Need Top Quality Ingredients to be Successful


You know the saying “You get out of things what you put into them”? Well that couldn’t ring more true for both making Thanksgiving dinner and lead management. If you put good stuff in (See what we did there? Stuff in…stuffin', as in turkey and stuffing), you’ll get good stuff out.

Cooking Best Practice: Unless you want to upset Aunt Bea and Uncle Joe, don’t sacrifice the quality of your ingredients for the sake of price or convenience. For instance don’t ruin the sweet potatoes by buying the ones in the can. Sure the fresh ones are more labor intensive, but when you put that delectable spoonful in your mouth, your efforts will be totally worth it.

Lead Management Best Practice: To successfully grow your business you need to know more than just the source of your phone calls. You need a lead management solution provider that offers options such as tracking campaign effectiveness, call recording and online lead tracking.

Preparation is Key


Anything worth doing is worth doing well. And if you want to do something well, you have to prepare properly. Whether it’s cooking a turkey or managing leads, you can’t just jump in blindly. Bad, bad things will happen if you do.

Cooking Best Practice:  Give the turkey enough time to thaw. Check. Remove the giblets. Check. Season the bird on the outside and the inside. Check. Set the oven to the correct temperature. Check. Forget any of these steps and it could spell embarrassment when it’s time to carve. Follow these prep steps and you’ll end up with some succulent, food-coma-inducing poultry (tryptophan is no joke!).

Lead Management Best Practice: Who answers your phones and processes your leads? That’s right, your staff. So obviously they should be prepared. If they’re not, they could end up losing leads. 78 percent of potential customers will take their business elsewhere due to poor customer service. Proper training can mean the difference between closing a deal and losing a customer to another dealership.

The Devil Is in the Details


Details. They are so important, yet no one likes to talk about them. Forgetting the details can lead to an epic fail. Remembering them can equal pure awesomeness.

Cooking Best Practice: You put the turkey in the oven. Did you remember that you have to baste it often? You remembered to make everyone’s favorite pumpkin pie, but did you set the timer? And most importantly, did you remember to get the cranberry sauce? See…it’s all in the details.

Lead Management Best Practice: Having the best trained sales reps and the best lead management tracking tools means nothing if you don’t know how they’re all performing. Use an ROI reporting tool to figure out if your advertising campaigns are working. Filter and monitor your staff’s calls to know how they are responding to leads.

What's your recipe for success? Let us know in the comments!