Don’t give up on leads! How you can get a conversion from every contact

Your team of sales professionals works hard, day after day, to convert new leads into paying clients. Power dialers, CRM, and other telephony tools aid sales people in qualifying leads, placing calls, and closing sales, but even if they are the best group of sales agents in your field they undoubtedly still encounter prospective clients who do not convert. With the same power dialer suite they use to make calls they can also use to lead those contacts to conversion in the near future. This process is called lead nurturing.

The idea behind lead nurturing is that your product or service is so great that everyone will want it at some time. By keeping the mindset that every lead will convert at some point, leads are never automatically dumped into a “not interested” category where they are never thought of again. After all, your marketing department has gone through a lot of hard work to get those leads for the sales team.

Lead nurturing works like this; after the power dialer connects the sales rep to the contact the sales person makes sure he or she gathers a few important pieces of information. This would include name, company name, phone number, email address, and permission to email them in the future. All of this information should be saved with in the CRM (which stands for customer relationship management). If your lead was generated from a form filled out on the company website, it is still a good idea to verify both the information and whether the prospect has given permission to be emailed. With this information your sales team is prepared to help that lead move along the path to conversion even if they initially decide not to purchase your product.

After gathering these crucial data points the contact can be assigned to an enrollment campaign, which can be done right from the power dialer software. These campaigns are a series of tasks that you design to help your contacts build up a bank of positive impressions of your company. What works best is a combination of emails and phone calls. Each task is automatically scheduled by the CRM. Emails are sent at predetermined intervals, and calls are scheduled for your sales agents. The enrollment campaign solution built into the CRM saves time for your sales team, and the small time commitment they do have to give towards these leads pays off in dividends as they convert into valuable customers over time.