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Important Tips for Lead Tracking and Management

If you’re not managing your leads properly then you’re likely to lose them. Managing your leads is the best way to increase your company’s revenue. There are a variety of ways to generate leads and a lot of factors in deciding who to target. With that in mind, here are some tips to assist you with your lead tracking and lead management.

Know Your Buyer Profile

Who are you selling to? This is something you need to know before creating your campaign. Set up a meeting among your sales and marketing team so they have the chance to decide exactly who they are marketing and selling to. Hashing out the details before starting the campaign will help the overall outcome of the campaign.

Interest vs. Intent

A lead only becomes a lead when their interest turns to intent. Intent is defined in marketing by someone who is urgently trying to solve a problem so they’re searching for possible solutions. You can tell the difference between interest and intent by the person behavior. For example, if they are not engaging with your content they are only interested. You will know the lead has an intent to buy because they show the same behavior as your current customers.

Create Engaging Content

You won’t turn interest into intent with boring content. Think about it: you potential leads probably have Spam folders filled to the brim with companies trying to engage them. You have to set your content apart from the rest. Don’t just rely on hashtags and links to spread your message. Look for inspiration on your competitor’s pages to see what they’re doing and decide how you can do it better.

How you do this will be up to your sales and marketing teams. More and more companies rely on Facebook and Twitter to engage potential leads, but there is still a place for email marketing campaigns.

Track All Lead Activity

If you want to successfully manage your leads, you have to know what your leads are doing. You have to know what links are engaging them and which they just scroll past.

To track your leads you can purchase special software to do most of the work for you, but after that your company needs to decide what they need to fix. If you feel like there’s a place to improve, plan another meeting with your marketing and sales teams to hammer out the kinks. Once everyone is on the same page as to what needs to change, implement those changes and monitor them the same way you were before.

Final Word

Managing your leads is the way to a successful marketing campaign. A successful marketing campaign is the best way to start making revenue for your company. In order to get the most out of your leads you have to know who your ideal buyer is and how to actually get them to buy what you’re offering. You’re also going to have to know what content is engaging them and what can go by the wayside. Managing your leads is the starting point to making money for your company.

Lastly, let me know your thoughts and what other tips for lead tracking and management that have worked for you. Leave a comment below and I look forward to hearing from you.

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