Speaker: Dr. Stevens Bonhomme

What is Lead Management?

Series of steps to track, manage and convert customers

Often referred to as customer acquisition management or contact management

There are three types of people who will look at your product.

• Prospects – Target Demographic

• Lead – Interested person in your demographic

• Customer – Lead that has purchased your product or service

5 stages of lead management

• Define a qualified lead: Everyone who visits your website isn’t a lead. Define the criteria of what makes someone a lead for your business.

• Establish a standardized lead scoring system – This will help you recognize the low value and the higher value ones.

• Map out the customer journey: Plan what the next action should be for every lead type.

• Set up follow-up processes: Decide on the frequency and the approach style.

• Lead nurturing: Nurture them to generate revenue.

Why do you need lead management to boost sales?

• Lead loss prevention: Tracking and following up on all data will prevent leads from slipping through the cracks.

• Optimization of sales strategy: Your data will inform your sales actions and be effective.

• Higher conversion of customers: You will focus on higher-value leads more effectively, so the conversion rates will rise.

• Faster revenue generation: You will stop wasting effort on low-value leads and redirect that focus on high-value leads.

• Customer retention and recurring sales: Manage customers after they convert to generate repeat sales.

After Dr. Stevens’s presentation, with valuable advice on lead management, we had a Q&A session and a networking session. In the networking session, 36+ entrepreneurs mingled and discussed in groups how they found and vetted their leads.