The hardest part about sales is getting leads in the first place; so, what do you do if the IT sales leads that you have found seem to be going cold on you and disappearing? You could analyze why they are disappearing—maybe your customer service isn’t as good as it could be, or perhaps there was very little or no follow up, or simply that you didn’t fulfill their needs at their first point of contact. Whatever the problems are, you need to find them and stop them from happening.
Reduce the Chance of Problems
Creating a standardized plan for your sales team to follow is an excellent way to make sure that prospective IT sales leads are always looked after and nothing falls through the gaps.
Making sure that each customer is treated differently depending on the way they initially got in contact with you is a good first step, and it is even better if this can be automated. For example, leads may get in touch with you outside of business hours using email or your chat function, and an instant response goes a long way to giving them confidence in you.
Your sales team should be contacting these leads as soon as possible, showing that you are making them a priority. And continual follow-up means that you are constantly at the top of their thoughts, and hopefully still will be when they are ready to buy. There can be a fine line between harassing and following up a lead, but a good salesperson can allay their fears and ward off their objections, making your product and services seem the only choice.
Keep trying to get as many IT sales leads as possible, but make sure that when they have contact with your company, you’ll keep nurturing them until you make a sale. You’ve already done the hard part, so if you put in place a foolproof system to move prospects from that initial contact to happy customers, your bottom line will thank you for it.