It’s great to subscribe to Barbour ABI or Glenigan. But what’s the next step?
Don’t develop a case of leaky funnel syndrome. Make sure you have a great plan in place to nurture the leads that Barbour ABI or Glenigan generates.
Think about these questions: who’s in charge of managing these leads? Sales or marketing? Does marketing warm the leads first? At what point will they hand them over to the sales team?
Don’t let your success with Barbour ABI or Glenigan be undermined by an unclear process.
Here are a few tips for building a lead management strategy.
1. WORKFLOW SETUP FOR BARBOUR ABI OR GLENIGAN LEADS
Someone’s going to need to get the leads out of the Barbour ABI system and enter them into the CRM. Should each sales rep engage them directly or should there be a lead warming campaign set up by your marketing department?
After that, what does follow up look like? If you map out each conversation you may have better success.
This type of plan guarantees that sales and marketing have clearly defined roles and expectations. A seamless strategy is great for the team, and leads have a better chance of converting when every conversation is personal and purposeful.
2. SAVE YOUR SEARCHES
Save some time. Save your searches in Barbour ABI or Glenigan, and refer back to them. Here’s a great article about creating saved searches: Searching for a Project.
Also, you may want to set up notifications. Then you get a helpful reminder about your new leads. This is a great way to stay on track.
3. AUTOMATION IS YOUR FRIEND
The easier your follow-up process the better. Automation can make it as smooth as possible. Maybe you want to write a series of 3 emails for each new prospect to receive as you enter them into your database. Maybe you want to automatically send a thank you note after a phone conversation. Automation is great for both sales and marketing.
Just a quick note, the best emails are not the fanciest ones. For well-researched tips about email marketing check out this article from Hubspot: Plain Text verse Html
And for some more tips on email automation check out Freya Oxton-Grants blog on the subject: How to automate your email marketing for your construction business
What’s your plan for Barbour ABI or Glenigan leads?
Whatever it is – the most important thing is to have one. And to make sure it’s implemented.
It’s not an easy thing to do.
However, Project Prospecta has established a system for doing this and offers it to all Barbour ABI subscribers. They utilize AI for most of this and a creative team for email writing. Their workflow starts when relevant Barbour leads are identified and brought into Project Prospecta. They then use website tracking and lead scoring to identify the most interesting prospects and let you know. This way you identify every good fit prospect that comes through Barbour and is able to nurture that relationship before your sales team makes contact.
If you’re interested, schedule a demo below!