{"id":981,"date":"2024-04-12T11:20:07","date_gmt":"2024-04-12T11:20:07","guid":{"rendered":"https:\/\/mastertheevent.com\/?p=981"},"modified":"2024-04-12T11:20:07","modified_gmt":"2024-04-12T11:20:07","slug":"lead-tracking-system-good-person-using","status":"publish","type":"post","link":"https:\/\/mastertheevent.com\/lead-tracking-system-good-person-using\/","title":{"rendered":"A Lead Tracking System Is Only As Good As the Person Using It"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_65 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<p class=\"ez-toc-title\">Table of Contents<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-661fb27f7bc3e\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-661fb27f7bc3e\" checked aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/mastertheevent.com\/lead-tracking-system-good-person-using\/#Lead_Tracking_System_%E2%80%93_the_Nuts_and_Bolts\" title=\"Lead Tracking System \u2013 the Nuts and Bolts\">Lead Tracking System \u2013 the Nuts and Bolts<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/mastertheevent.com\/lead-tracking-system-good-person-using\/#Tips_for_Establishing_a_Lead_Tracking_System\" title=\"Tips for Establishing a Lead Tracking System\">Tips for Establishing a Lead Tracking System<\/a><\/li><\/ul><\/nav><\/div>\n\n<p>Lead tracking, or following up, is not brain surgery. Then why do so many people make it so difficult? In the technological era that we live in, there is plenty of software, and apps, available to assist with any planning need. A lead tracking system sounds pretty straightforward enough. In sales, if you don\u2019t follow-up with a potential lead then you may as well throw that contact out the window. And even in terms of following up, there\u2019s a very short window of opportunity to do so. In my networking circles I see a lot of top-notch apps and assistance tools. The purpose of this article is not to point out which ones are great. Rather, this article focuses on the person doing the follow up.<\/p>\n\n\n\n<p>We live in such a fast pace world that many sales people are forgetting a very basic function of a sales: follow up. Actually, it\u2019s not just salespeople. How many of you have attended a wedding and have not received a simple thank you letter?<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Lead_Tracking_System_%E2%80%93_the_Nuts_and_Bolts\"><\/span>Lead Tracking System \u2013 the Nuts and Bolts<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>First let\u2019s take a look at how a lead tracking system should unfold. Ideally through a connection, or networking, a potential lead is established. Information is sent to that lead based on initial conversations. Now this is where the hard part comes in. After the initial information (call, e-mail etc.) is sent, a follow-up date is entered into a lead tracking system. Then when the follow-up date arrives, the salesperson makes a follow-up call, since more information, etc. The purpose of the follow-up is to reacquaint the connection with your services and to see if the timing is right to take the conversation to the next level. If additional contact is required, more dates are entered into the tracking system. And the cycle continues until the lead is converted to a sale, or (in some cases) goes cold.<\/p>\n\n\n\n<p>Sounds simple enough, right?<\/p>\n\n\n\n<p>Okay so then why are so many people not following up? No matter how great the system\/software is, if the person using it doesn\u2019t do the follow-up, then it\u2019s pretty much useless.<\/p>\n\n\n\n<p>I worked with a very elaborate, fully automated, lead generation software. I utilized that software with a client in order to assist in converting and closing sales leads. The lead management software went as far as telling us who opened the e-mails, what they did when they open the e-mails and even what additional information they were looking for. Now there was a bit of pre-programming involved to make this fully automated. Here\u2019s where the frustration sets in. Even though the client knew which leads wanted more information, and what additional information they wanted, my client didn\u2019t follow up. The answer was that they were waiting for more sales material that they could send them.<\/p>\n\n\n\n<p>Are you kidding me.<\/p>\n\n\n\n<p>Here were hot sales leads that were literally going cold before our eyes. Was it the lead tracking system\u2019s fault? Absolutely not. The fault was in the follow-up: in that there was none.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Tips_for_Establishing_a_Lead_Tracking_System\"><\/span>Tips for Establishing a Lead Tracking System<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Once potential contacts are made, utilizing the lead tracking system is the easy part. You need to plan some time where you will reach out and indicate with your potential clients. That planning should include:<\/p>\n\n\n\n<ul><li>your goals<\/li><li>what information will be sent to your potential leads<\/li><li>what is it that your potential leads can do with the information<\/li><li>based on the leads action, what additional information gets sent (a lot of systems will have this automated)<\/li><li>what type of notification to receive and what actions are required<\/li><li>if you\u2019re requested to follow up, then FOLLOW UP!<\/li><li>schedule another action with your follow-up until they convert or become cold<\/li><li>even once a lead becomes a client, it\u2019s important that you have relevant and regular follow-up.&nbsp;Establishing personal notes is definitely an asset (children\u2019s names, important dates to your client, birthdays etc.)<\/li><li>be genuine \u2013 if you\u2019re not it will be very obvious<\/li><\/ul>\n\n\n\n<p>You will also want to read:<a href=\"https:\/\/web.archive.org\/web\/20210120055820\/http:\/\/mastertheevent.com\/8-great-tools-for-event-planners\/\" target=\"_blank\" rel=\"noreferrer noopener\">&nbsp;8 Great Tools for Event Planners<\/a><\/p>\n\n\n\n<p>A lead tracking system, setup properly, can be an important assistance tool. Those that believe that the lead tracking system can do the job of closing a sale are in for a very unpleasant surprise. The lead management software is only as good as the person using it.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Lead tracking, or following up, is not brain surgery. Then why do so many people make it so difficult? In the technological era that we live in, there is plenty<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12],"tags":[],"acf":[],"_links":{"self":[{"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/posts\/981"}],"collection":[{"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/comments?post=981"}],"version-history":[{"count":1,"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/posts\/981\/revisions"}],"predecessor-version":[{"id":982,"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/posts\/981\/revisions\/982"}],"wp:attachment":[{"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/media?parent=981"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/categories?post=981"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/mastertheevent.com\/wp-json\/wp\/v2\/tags?post=981"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}