Why you should be tracking every lead
These days, there are endless ways in which potential customers can find businesses. There are so many possible routes, it is almost impossible to guess where your next customer has found you from. Go on, try it now – how did your last customer find you? Whereas once upon a time, your customer base would have developed locally and organically via word of mouth alone, in current times, there are so many avenues of lead generation, it is hard to keep track of them all. Examples of typical marketing channels you can utilise to generate leads are TV advertising, industry publications, social media, influencers, direct mail, directories, mailing lists, radio advertising, exhibitions, and great PR.
Do you know how your customers are finding you?
Whilst you may be delighted you are generating leads from all sorts of different channels, do you confidently know which channel has brought each lead to your door? Furthermore, have you thought about how you could be missing out on some very powerful information by not tracking this? By not having a system in place to capture exactly where your leads have come from, and how you can use this information to create even more leads, you could be missing out on even more sales, and more importantly, increased profits.
If you haven’t heard of a CRM before, you won’t be alone. A CRM is a ‘Customer Relationship Management' system. It is a technology that manages your company’s relationships and interactions with potential customers, but what I am focussing on today is how it can assist with lead generation and tracking. By entering all of your leads into a CRM, you are building a comprehensive database of potential and actual clients. This information is invaluable to you as a business owner.
By having a reliable system in place to track your leads, as well as noting which channel brought them to you, you can quickly discover exactly which marketing channels are working best for your business. Going a step further, you can even start to calculate your Return on Investment (ROI). Is what you are spending on your chosen marketing channels, delivering the revenue to make it worthwhile? Once you have this information, you will know for sure, if the investment you are putting into your chosen marketing channels, is creating an acceptable level of sales, and in turn, profit.
Armed with this information, you as the business owner can make informed decisions on where to successfully target your marketing activities, as well as your marketing investment.
Setting up and managing a CRM is just one service I offer as a Virtual Assistant. If you are interested to find out more about how I can help you track your lead generation, then please do get in touch by booking a ‘Discovery’ call.
Alternatively, please visit my contact page and send me a message!
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