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Home > By DEPARTMENTS > Sales and Marketing > Small Business Marketing

Real Time Leads for Qualified Sales Leads

Rapid followup is increasingly important as your prospects have access to your competitors 24/7.

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The Internet changed the business game, and the Blackberries and smart phones changed the sales cycle.

Auto-responder system will save your countless hours and provide your prospects with immediate connections that answer initial questions and introduce them to the right person to connect with. Personalize your email with the person’s name in the Subject line of the message.

It can take up to 7 email contacts to generate a sales. Follow-up every few days after your initial contact is important to gain share of mind and provide the education about your solutions a prospect needs to tell your story in their own buyer’s community, according to the B2B Lead researchers at TheB2BLead.com

Time is a metric that matters. Real time sales isn’t instant sales … but it is mindful of our fast-paced business world and how every minute counts. Measure the time it takes to respond to your leads, and your follow-ups. Compare your successful cases with your unsuccessful sales.

A prospects wants to walk down a safe, secure path toward a solution. A sales executive’s role is to prepare the path and act as the prospect’s expert guide. Understanding the need for time and what has to happen during that relationship building time is important in lead management.

Asking a closing question before a prospect knows what your product can do isn’t effective. But asking what their customers appreciate about them can establish early bonding and understanding about their marketing strategy…and how you can help them succeed. That’s a conversation you want to have!



Edited by Carolyn Allen, owner/editor of California Green Solutions
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