You Need To Track , Organize , And Process All Leads .
desk . When a lead comes in , it ’ s qualified , assigned , and immediately followed up on . There ’ s a process to this . If it ’ s disqualified , it ’ s “ cleared ” and categorized that way . If it ’ s a real opportunity , it ’ s “ escalated ” to a senior sales rep who then moves it through a process of further qualification with the goal of closing it .
If you can run a good help desk , you can run a sales system . The same general rules apply , but there are simply different tactics and “ work ” that are done .
How To Classify Groups Of People In Your List
You need a way to classify leads so you know where they are in the sales process and what actions need to be taken next . Below is a brief overview of the generic list classifications we suggest you use . Some of these are unique to my organization because I ’ m the only marketing consultant I know who stresses the importance of cleaning and qualifying a list before you spend money and time marketing to it ( the difference between “ Suspects ” and a “ Farm List ”). Therefore , I ’ ve created my own specific definitions to help my clients in classifying prospects and leads to manage their lists properly .
Suspects These are individuals on a list or in a group who we suspect would be good prospects for us . This could be a list you ’ ve bought or acquired , the people at a trade show you ’ re sponsoring , or a Facebook audience . Until they are qualified , they are merely suspects .
Prospect Farm List I originally learned the term “ farming ” from the real estate world . Realtors mark out a territory and “ farm ” it for people wanting to buy and sell homes . This is similar to you as an MSP because you want to identify a “ farm ” of potential prospects and build that list . For example , if you want to target owners of small businesses with at least 10 PCs and no IT manager on staff , who outsource all their IT support and live within a 50-mile radius of your office , we can build that list . Privacy in America ( and everywhere else in the world ) is dead . If you want the name , mailing address , phone number , email , website , and social media accounts of that group , you can compile it .
Therefore , a prospect farm list is a list of suspects who have been further qualified on paper ( meaning they meet your demographic profile of someone you could service ) but have not shown interest in your services yet . In other words , they have not responded to a marketing campaign or directly reached out to inquire about hiring you .
The purpose of building this list is to create a target list of prospects you can mail , call , or target on social media for lead generation purposes . After marketing to them , you may discover they are unqualified , but you won ’ t know that until you talk to or engage with them in some manner .
Unconverted Lead Or Lead A lead is an individual who has shown interest in hiring you or getting more information or who has engaged with you in some manner .
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