Getting new clients and new work is essential to support your businesses growth, but winning new work isn’t always a simple process. Sometimes, sending a follow-up email, or ringing a lead to check they got a quote can be the tipping point to them choosing you over a competitor.
With this in mind, keeping track of your ongoing leads can be an important part of the sales process. Here are some top tips on how to get the most from lead tracking software, or any tools you’re using.
No matter if your tracking leads on a whiteboard in the workshop, or on state-of-the-art lead tracking software, the insights gained can only ever be as good as the information put in. It’s crucial to get your team up to speed on what your processes are and train them to input the right info.
Try to avoid bad habits like “I’ll do it later”, or “I’ll remember that so I don’t need to add it to the system”. Keeping good records means that you can lessen your own mental burden, and rely more on the tools you use. If you know the information is up to date, then you’ll be able to trust the data you get out of it more.
Keeping information like the “warmth” of the lead, and what stage the lead is at can help you and your sales team prioritise your workload for the day.
For example, in WorkGuru, you can filter by the stage of the lead, and sort by the lead owner. So your team members can log in, find all the leads that have quotes sent to them, and give them a call.
You can then add notes, showing what you’ve done to follow up your leads. It means that you can organically keep your leads updated while working on your daily to-do list.
Having lead information is practically useless if you don’t use the information that you’ve gathered. Having a check-in with your team to confirm how leads are progressing and address any issues can help to keep your team focused.
If a lead has been at one stage for a long time, it can be a trigger to follow up or move the lead to “Lost”. Regular check-ins and data cleaning can keep your records accurate and make sure that out of date leads aren’t clogging your team’s to-do list.
Once you’ve got a wealth of accurate information at your fingertips, it can feel a bit overwhelming. You can quickly go from having no visibility into your sales process to being able to see every step from A to Z.
While visibility is always a good thing, it is crucial to keep your eye on the main goals of your business. If one of your sales team has an excellent close rate, but consistently under quotes and loses you money, is this something you should reward? Keeping your eye on the whole of business metrics can help you identify the metrics you really want to track and reward.
Solutions like WorkGuru, which offer job costing, project management, lead tracking and stock control in one place can help with this. Because all your business data is stored together, it’s easier to cross-reference.
Get a free, personalised WorkGuru walkthrough today to see what the software can do for your business. The walkthrough will take you through the tools that you can use in your business to improve your profitability, from quoting and lead tracking to final invoicing and ongoing projects.