Lead Management Leads to Business Growth, from TIME.
Don’t lose business simply because you don’t have an efficient way to track your prospective customers. Getting organized is easier than you might think.
Sometimes you just have to state the obvious. Investing in a system that helps you organize, track and follow through on sales leads results in more sales, higher revenue and, you guessed it, business growth. Most small business owners understand the importance of—and invest in—online lead generation methods, including search advertising, email marketing, and retargeting. However, research shows that 55 percent of small businesses don’t follow up on new leads.
In her article at Small Business Computing, Tamara Weintraub, content marketing manager at ReachLocal, asks small business owners to consider what sales lead process they have in place, and the costs associated with failing to follow up on new leads. Common reasons for losing prospective customers include failing to return calls quickly enough or not retaining the prospect’s information after the initial contact.
The point is that small businesses can’t afford NOT to have a system to help track their sales leads. Up to 50 percent of shoppers buy from the first company that responds to their query. When potential customers call a local business looking for information, those calls often go either to voicemail or to an answering service.