People say time heals all wounds, but time spoils all prospects when it comes to sales. Therefore, sales managers must arrange a fluid handoff between the sales and marketing teams to keep prospects warm, particularly during typically slow selling periods.
Sales and marketing are inextricably linked, as expert sales managers recognize. Leads may enter the funnel due to a word-of-mouth recommendation from a seller or as a reaction to a marketing campaign. Once in-house, these leads are fostered through human encounters with sellers and kept warm by marketing communications sent out regularly.
This means that industry standards in both sales and marketing activities are needed to keep your company in front of clients’ minds without being intrusive.
6 Ways to Maintain Warm Leads and Prospects
Use these strategies to keep leads warm and make it easier to close the transaction.
Develop a better sales cycle through collaboration
To close the sale, marketing and sales must collaborate. Your teams require complete openness, shared goals, and continual communication. Without well-defined goals and consistent communication, someone will drop the ball on the sales cycle at some point, costing the business money and causing discontent among teams.
Close collaboration among sales managers aids in the monitoring of the sales process and develops better sales and marketing departments that close more deals.
Decide on contact frequency.
There’s a fine line between being top-of-mind and having your phone number blocked when talking with new clients. To avoid irritating the client or losing ground in the sales cycle, inquire how frequently they would like to be contacted. This gives them an out if they aren’t genuinely interested in your offering but are courteous.
You must keep the warm leads for the sellers once you have determined that they are interested. With the marketing department, discuss the frequency of communication and ensure that they fully comprehend the significance of this agreement. No one likes being plagued by sellers, and endless emails and phone calls may irritate the client and result in the deal being lost. Before passing the selling process on to the marketing team to make more sales, record the regularity of contact for each account.
Make use of social media.
Interact on social media to keep sales prospects warm and your brand vivid in your prospects’ thoughts. Your clients use social networking sites such as Facebook, LinkedIn, and Pinterest in their daily lives. Having your company’s logo on these sites is an excellent method to be in front of your clients’ minds without being intrusive.
Start a pleasant conversation by retweeting and sharing a prospect’s posts. To reduce the sales cycle, use pay-per-click customized adverts on social media. These tactics will keep your company in front of prospects’ minds and strengthen the relationship between sales and marketing.
Produce visual material
This is something that cannot be overstated. Today’s audiences want highly visual material. People instinctively pay more attention to imagery because their brains process visuals 60,000 times faster than text. In a congested environment, visually stunning material is essential for catching attention.
In many circumstances, visual content is more successful than textual content in communicating your message. Images elicit emotion considerably more quickly than text, and emotional impact causes people to remember you. As a result, use visuals to depict your value offer as much as possible.
Produce a lot of industry-specific content
Marketing handoffs must overlap sales, according to good sales managers. It’s more of a coincidental relationship than a sequential process.
To keep prospects interested, the marketing team should develop content for each sales cycle stage. When a lead begins the sales cycle, they begin to explore your industry independently. You may establish yourself as an industry leader by offering detailed information on your solutions and rivals.
Through the sales and marketing departments, determine the issues your prospects have about your service or product and then generate content to address those concerns. You keep customers engaged with your business throughout the selling process by offering answers to every query they could have.
Create a personal connection
Your sellers need to know the clients before delivering sales to the marketing team. Every interaction should supply clients with additional personal information and make them feel more connected to your organization. Clients who form a unique link with your brand are less likely to take their business elsewhere. The client feels truly valued when personal information is tracked and passed on to the marketing team.
The sales team should preserve Warm leads in personalized, unique ways. Consider giving out corporate items like sunscreen during the summer slumps, and remember to inquire about any recent vacations or upcoming plans to tailor your answer. As a great sales manager, you must seek out any chance to exceed your clients’ expectations.