{"id":664,"date":"2020-07-22T03:15:42","date_gmt":"2020-07-22T07:15:42","guid":{"rendered":"https:\/\/www.steamsonline.com\/blog\/?p=664"},"modified":"2021-07-19T06:34:15","modified_gmt":"2021-07-19T10:34:15","slug":"implementing-lead-management-into-your-business","status":"publish","type":"post","link":"https:\/\/www.enrollwe.com\/blog\/implementing-lead-management-into-your-business\/","title":{"rendered":"Implementing Lead Management into Your Business"},"content":{"rendered":"\t\t
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One of the primary goals for any business is to bring in more customers. Whether you\u2019re a local coffee shop or a big university, you want more people to do business with you. But if you spend your time marketing to everyone in the world, you\u2019re wasting a lot of effort. Some people are just better suited to become customers than others. The organized process of finding the best audience for your organization, targeting them, and converting them into customers is known as lead management.<\/p>\n\n

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What is Leads Management?<\/h2>\n\n

To start, we should first differentiate between a lead and a customer. A customer is someone who has already done business with you, while a lead is someone who might. For example, if you own a car repair shop, customers would be the people who have brought their cars in before, while you might consider anyone with a vehicle a lead.<\/p>\n\n

Now, you may think that everyone is someone who\u00a0might<\/em>\u00a0do business with your company. However, some people are more likely than others, which is where lead management comes in.<\/p>\n\n

According to Freshworks<\/a>, \u201cLead management is the process of capturing leads, tracking their activities and behavior, and qualifying and engaging with them until they are ready to be passed on to quota-carrying sales executives.\u201d<\/p>\n\n

The goal of lead management is to take more control over who your business reaches out to. Rather than marketing or selling yourself to everyone, you take a more targeted approach. This provides your business with several benefits, which we will get into below.<\/p>\n

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What a Leads Management System Looks Like?<\/h2>\n\n

Here is an example of what a lead management system might look like. Let\u2019s say a local college wants to bring in more students. To start, they would first narrow down their audience. They decide they want to target two groups of people \u2013 recent graduates and people looking to further their careers.<\/p>\n\n

After this, they come up with characteristics these people are likely to have, such as their location, income, age, etc. Now the school begins to gather in leads. Leads could come from anywhere \u2013 visits to the website, social media follows, phone calls, etc. As they take in leads, they will give each one a score based on how well it matches up to the customer profiles they created.<\/p>\n\n

Once the leads are scored, the best ones are passed onto the recruitment team. These professionals then reach out to each of the leads and discuss enrolling in the school. In some cases, the lead may convert right away; in others, the school may have to nurture them a bit. A system like this is used in thousands of organizations, where you start by identifying a target audience then strategically go after them.<\/p>\n\n

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The Importance of Leads Management<\/h2>\n\n

Lead management is one of the best processes any business can implement. Here are a few stats\u00a0gathered by Hubspot<\/a>\u00a0to demonstrate this:<\/p>\n\n