When starting out in business, it is important to realize that potential or prospective customers are as important as those who have already placed orders with you. You must carefully track in the information of anyone who has shown an interest in your product or service. That is why a lead management system is an important tool for every business.
Keeping track of your prospects can be as simple or as complicated as your need it to be. But even in its simplest form, it should still be done with a computerize system. Even if you are the sore who has shunned your personal computer device for the good old fashion pen and paper, lead tracking is more efficient when controlled with software.
Leads are the contact information that business people collect. This includes the complete information of anyone who could potentially buy what you are selling. Even though they may not be interested at the moment, you must keep track of these people.
It is a typical scenario in business that when someone is not interested in the purchase today, their situation can change tomorrow. They may have found a funding source and are ready to work with you. Maybe their specialist or supplier went out of business and they are seeking a replacement. Or perhaps, you have improved your product and it now fits their needs. You will never know to follow up with this client unless you properly track them.
Building an online business requires you to manage a lot of data that may come from several sources. You may get leads through emails, comments on your website, friends, neighbors, and relatives. If you attend trade shows, make sure that you never hand out a business card to a potential customer unless it's an even trade.
When you build your system, make sure you collect the proper spelling of their name, title, phone number, fax number, mailing address, email address, and website. This is the minimum information that you should acquire and it can usually be found on their business card. On the same record, you should also make note of any conversations that you have had or promises that you have made.
A good lead management system will help you track all of this information. Many will also let you print mailing labels and run reports based on the information collected in your system. They also have calendars built in so you know when to follow up with a call, a letter, or fulfill a promise.
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