Stop Lead "Leaks"

by | 1 minute read

Let­ting a qual­i­ty lead slip through your fin­gers can be mad­den­ing. Whether lost amid the clut­ter of day-to-day busi­ness or sim­ply for­got­ten, an unex­plored lead means not only a missed oppor­tu­ni­ty, but also a flaw in your agency’s busi­ness devel­op­ment sys­tem. Com­pa­nies that gain con­trol of the inquiry man­age­ment process can see a 10% to 30% increase in both inquiries and qual­i­fied leads, accord­ing to James W. Ober­may­er, exec­u­tive direc­tor of the Sales Lead Man­age­ment Asso­ci­a­tion. Accord­ing to his arti­cle on Rain Today, the top places where sales leads are lost are: •    Calls to the agency •    Trade show inquiries •    “Con­tact Us” web forms •    Emails from the “Con­tact Us” web­page •    Direct mail inquiries In addi­tion to point­ing out where most “sales leak­age” occurs, Ober­may­er also presents ways to fix the leaks. Once these prob­lems are addressed, your agency should expe­ri­ence improved man­age­ment of qual­i­ty leads.

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