Does your business deal with a high call volume? Is qualified lead generation an important factor in driving your company’s sales? If so, keep reading to find out how to successfully sort through your large call database and find the diamonds in what might appear to be an irritating heap of coal.
If you don’t already have call tracking setup for your business locations, take a look at this previous post, or if you need a little help understanding the importance of call tracking you might want to check this post out too.
Through these next few steps I’ll walk you through organizing that mountain of potential leads and finding the ones that matter.
Whether you mark your calls daily, weekly, or once in blue moon, it can still come off as a seemingly endless and unfruitful task. A good dynamic call tracking system will feature integrated search parameters. By leveraging this functionality, you can turn hundreds of calls into a manageable list.
Start by selecting a practicable time frame. Depending on your call volume and company’s needs you should be able to establish a practical time frame. This may range from calls made in the last week to the past six months. For most of the clients I work with, I prefer not to go back more than a month; as many potential customers are no longer in the market for the product/service they were in need of a month ago.
Secondly a good practice is to eliminate calls that ended in the client hanging up or had an unusually short duration. If a call lasted less than 30 seconds, then the customer has most likely already made a decision whether or not they’re interested; however a call that lasts several minutes shows an investment on their part and almost always a higher quality lead.
Now that you’ve worked all your calls into a manageable list it’s time for the hard part, Listen!
Take the time to go through each call and mark whether this potential lead is, in fact, a caller you’ll want to reach out to in the future. I’ve found the most important segments of the call to be the first and last 15 seconds of the conversation.
- Did the customer leave undecided?
- Was the call a success and lead to a conversion?
- Could the call be considered a potential lead?
Be sure to make quick annotations for each individual caller so they can be easily managed in the future.
Call tracking can be an irritating task for some, but these tricks will help tremendously in narrowing down your lists and finding the relevant leads for your business.
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