So, over the past few weeks we’ve told you what a lead is and broken down and how to assign leads once you’ve gotten them. But what comes next? For those of use new to lead generation, once the thrill of finding a new client wears off, it can be overwhelming trying to decide what information we need to gather. Obviously, different types of businesses will need different types of leads, but there are a couple general things to that everyone should look for.
No matter what, make sure to gather and organize information about each and every lead. Some information is basic and should always be required, while other information is simply recommended to gather in order to help you create more specific plans for each client, or to strengthen relationships.
Required information is the kind of details you should get every time you get a lead. It’s the sort of basics that allow you to know exactly who the client is, what they want, and where you fit into the picture.
The following information is required for each Lead.
Once you’ve gotten the basics out of the way, you can move on to more nuanced information. This is where you can really dive deep, get a sense of what the client needs, the overall market, and create a more bespoke sales or marketing plan.
The following information is recommended for each Lead.
Document all customer contact (phone call, email, conference call, face-to-face) in the CRM.
This may seem like a lot of information to gather, but the reality is the more you gather the better. Think of yourself like a Sherlock Holmes style detective. You wouldn’t just gather one or two clues if you wanted to actually solve the case. You’d take your time, conduct interviews, and leave no stone unturned. Working with a client can be a bit like solving a case – the case of the perfect strategy. And in order to do that, you need to have a full understanding of the client, the scope of the project, and what the overall market looks like.
Now that you know what a lead is, how to divvy them up, and what information to get – it’s time to start gathering up those leads and make some clients happy!