Developing a Lead Follow Up Process
Written by Darren Rabie

One of the first steps to turning your leads into sales is to develop a clear roadmap on how to get there.

You may be wondering why this is important? So, let me answer that question with two other questions:

Why do hundreds of companies invest thousands of dollars and time getting ISO certified?
What value does ISO bring to a manufacturing organization?

If your answer involved words like consistency, expandability, duplicability and/or measurability, you are on the right track!

Remember: If you want to ensure you get the same result every time, make sure everyone follows the same process -
every time. Just follow the recipe and dinner will come out fine!

A lack of a defined process reduces your ability to turn leads into consistently and predictably sales.
Since every name generated via trade shows, publications, and advertising costs between $50 and $100, it’s essential to make these sales consistent.

How does one develop a process?

It's quite simple - the answer is inside you! It just takes time.
Developing a process involves first thinking about the steps required to drive a name through to a sale from the moment it is generated. Think of all the variables and what you would do at each stage (e.g. does the prospect have an immediate need vs. a future need).

The next two steps are the most important. Write it down and train.
Write down the steps in a clear and concise manner (much like a flow chart).
Then spend time training your team on how to facilitate this process accurately.

The quality of the output depends on people and process!

Return to Articles