Lead Response Strategies Introduction

I spend a lot of time speaking with people that have limited or no strategy as to how they contact and qualify their leads. The popular strategy looks like this:

step 1. generate a lead
step 2. send out an email auto responder
step 3. hand it off to a sales rep (could be minutes or hours later)
step 4. sales rep attempts to call (again could be minutes or hours later, or in some cases more than a day)
step 5. call 3-5 more times over the next two weeks.
step 6. send a product oriented email once a month until the prospect tells them to stop.

Some marketing departments employ a nurturing strategy that takes over after the lead is disqualified or never contacted.

Here is the flaw: Most companies are following a lead qualifying and sales process that they created. This is rigidly adhered to and is not flexible based on the prospects buying process.

The solution is a strategy for every scenario you might run into for a prospects buying process and what stage they are at within that process.

The next few posts that I make will be discussing examples of these strategies.