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How to QC Your Lead Follow-Up System

June 16, 2019


Even if you have a great product or service, you need someone to sell it to potential customers and bring in future partners to help your business grow. Part of having a good sales process is quality control, or QC. This is a business term for constant reflection: the sales process, specifically, the lead follow-up process, is one that should constantly be audited and adjusted. Viewing the entire process as fluid can help your company stay dynamic and lead to meaningful growth.

“That sales process has to be a part of the entire culture of the organization, because sales is not just about finding customers, it’s about finding the right customers,” said Mike Black, CEO and founder of Inciting Marketing Solutions. Black said that he started his company after viewing a gap in the industry, and constant auditing of his overall sales process is one of the factors that lead to his company’s overall growth.

Before diving into how to properly analyze internal processes, it’s important to understand the nature of QC and why it’s a vital part of the sales process.

Why QC is important in sales

Part of any good business process is constant refinement. After all, if you can’t recognize inefficiencies or inconsistencies, adjust your process and better your business, how can you expect your business to succeed? Black went as far to say, “lead generation is useless if the sales team cannot close, and closing leads has everything to do with following a reliable sales process.”

Black also said oftentimes many slowdowns or issues with clients are the result of the initial sales process – the sales process should be for vetting potential clients to see if they’d be good partners as much as it is about selling your own product or service. In nature, …

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How to Follow Up on Sales Leads

June 11, 2019


Many small businesses understand the importance of converting sales leads, but far too often, businesses don’t engage in an effective sales process. A shocking number of businesses fail to even follow up with potential customers who show an interest in their products. According to a study by the Harvard Business Review, 23% of businesses never followed up with web-generated sales leads. Another 24% took more than 24 hours to follow up with those leads. Nearly 50% of businesses in the study either didn’t follow up with web-generated sales leads or their sales reps took far too long to reach out.

A business offering quality products or services shouldn’t fail because of a flawed sales process. When it comes to following up with sales leads and potential customers, there are a few best practices to follow. We spoke to experienced marketers and salespeople to learn how to follow up on sales leads, and why you should follow up on sales leads to maximize conversions.

Respond to online sales leads promptly.

According to the HBR study, firms that followed up on sales leads within an hour of getting them were seven times as likely to qualify the lead than companies that waited more than an hour. Following up within an hour also made those businesses 60 times more likely to qualify the lead than companies that waited more than 24 hours. Clearly, it pays to respond quickly.

If a customer fills out an online form, there’s a benefit to following up within the first hour. Following up within the first five minutes can be even more valuable. This can be difficult as a small business juggling other responsibilities, but utilizing a live chat solution, in addition to any sales reps you employ, can be a cost-effective way to quickly respond to …

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Low on Funds? How to Market Your Business for Free

May 20, 2019


Nowadays, many bootstrap minded business owners have found ways to navigate tackling their marketing details to bring in sales with little to no money upfront. Here are four tips you can use to do the same.

Ask for referrals from your customers and clients

The best form of publicity and marketing is word of mouth. People love hearing first-hand accounts of other people’s buying experiences. Consider Google and Yelp reviews. If you leave a review, they’ll email you to tell you how much your review is being seen by others. You want your customers to love being a patron of yours so much that they leave honest reviews that help attract you more business.

When you are strapped for cash, the people who do love your products or services can be your walking billboards. Leverage the people you already have connections with to bring in more potential buyers. Offer incentives that entice people to be an advocate for you.

Use your social media platforms to plug your business

For so long, social media platforms were the perfect avenue for marketing small businesses. Due to “friends” and “followers,” many new business owners had ready-made pools of potential customers at their fingertips. Now that these social media platforms have found ways to monetize the efforts of businesses who want to advertise, small business owners have had to start investing to get seen.

There is a workaround, however. It centers around you being intentional about every interaction you have on social media. From status updates to commenting or engaging in groups, use every opportunity you can find to let people know what you have to offer. If you run across someone asking a question that your expertise can offer a solution to, answer it.

Also, connect with others in similar industries as yours. …

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