More Ways on How to Distribute Your Leads If you can recall, we already talked about the different methods of distributing leads. We tackled about FIFO, LIFO, round robin, and a lot more. We also learned that even if there is really no definite and right lead distribution system, it doesn’t really mean that all of them are ideal. Some are not. For example, the round-robin approach, though the simplest, may not be appropriate to use for a number of reasons. First the leads may end up with the wrong sales agents, those who don’t know how to deal with them or sell your product lines to them. Second, it may establish unfairness in the sales team. Those who are fast in making deals will be the ones who get to do the job more than those who are slow. Right now, you will learn more techniques. Again, keep in mind that you don’t really have to follow them to a T. I am giving these to you to provide you with more options. You do have the freedom to tweak them to suit the needs of your company. Warm-up Telemarketing This is one of the most popular methods these days. The concept is also simple. Once a lead places a call, a sales specialist will pick up the call and pre-qualify the leads. If the prospect is good, then the phone will be transferred automatically to the sales agent. The transfer is warm, which means that you don’t put the customer on hold or compel him to put down the phone. Moreover, these agents are trained to discuss about specific product lines. Thus, they can talk about the product extensively to the prospective customers. There are a number of advantages of doing this. First, it can boost the morale of your sales agents since most of the leads that go through them are very easy to convert. They may already have high interest level on the product. You can also expect the conversion rate to increase. The leads, on the other hand, will feel confident over the company, as they can expect immediate response from your sales team. But there are also downsides. As your leads continue to grow, this process may not longer prove to be inefficient for the simple reason that it’s time-consuming. There are also some leads who tend to provide wrong or incomplete information because they are not really expecting for sales agents to immediately talk to them. Going through the Pipeline Another method of lead distribution means the use of a sales pipeline. What is this? Sometimes called a funnel, it simply traces the movements of your leads until they become regular customers. Usually, they start out as prospects, then
qualified leads. Depending on the effectiveness of the lead scoring or filtering techniques used, these qualified leads can become sales-ready ones. By then, there is almost 100 percent chance that they will purchase a product from your company once an offer is being placed. How does the process go? Everything begins with a lead. Using their contact information—which include their phone numbers and e-mail addresses, you then qualify them. There are a lot of criteria that you can use, but usually, it’s about the capacity of the lead to buy the product you’re selling as well as his interest on it. If you are selling leather bags, for example, you may want to deal with leads who have their own businesses since they prefer luggage that can store as many documents as possible and are strong enough to last for a long time. The qualified leads will then be dealt with by the sales agents. Now replies can vary. They may say no or yes. Depending on how well you train your sales agents, those who say yes will then advance to the next level and would commonly become your new customers.
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