Optimize your leads management process for communications & media

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so hello everybody good evening my name is z zov and you can just simply call me uh Zane so brief introduction about myself so as you see today's training will be led on lead management and I'd like to introduce uh beforehand uh myself so I'm aani born in Baku aeran and uh I have been graduated KY University Egypt so after a while I have completed several coding uh schools in Silicon Valley United States as well as in Kali in turkey and I'm founder and founder of several educational technology products such as Schulman and moruk and I am Vice chairman of baraton at Baku so welcoming all of you and hope my voice is clear and everybody hears me right okay so regarding uh about our uh training today so it will be uh for uh during two uh hours and we will cover such an uh important subject of uh lead management which is very crucial to any particular business so let's start okay so what's the lead management lead management is a very critical point in any particular business as many of us uh tend to call our customers beforehand before getting uh to interaction and acquiring any uh closed purchase from their side customers but despite they're not yet customers until they make any purchase from us so they are called leads so in order to turn our uh particular leads into our buying customer so we have to pass through several steps so lead management is uh all about the data and I will call it Big Data so starting collecting their information and the process of how we interact with them and record keep keeping so on so forth so all this things are very important so we have to uh capture to to record each steps in order to deliver best customer experience definition of the lived management so lead management the process of capturing tracking and nurturing the potential customers so they are not customers but leads so they are potential to become a customer throughout their Journey from initial contact to conversation so uh conversation is not meant to be only verbally but through chatting through messaging through interacting as through marketing materials uh despite being outbound marketing or inbound so we will discuss all those keys later room so today's subject will be all around lead Vision so we will start from lead generation tactics or lead generation strategy move on how to manage those uh those uh generated leads and then try to understand how we can turn those leads into our customer so which is called lead customer conversion so leads for vision is like all about these main three concepts lead generation is efficient generation of leads as you see throughout t m marketing efforts such as inbound outbound online and offline marketing campaigns so uh we will look over uh each of them in brief so understand what we mean by inbound and outbound marketings and how they uh could affect uh in order to generate those leads so generating the leads are uh initial and start point but uh main uh businesses do fail after that as after generating uh the enough number of leads they don't uh know what to do with those leads how to convert them how to manage them nurture them and convert them into uh the real uh buying potential customers so after lead generation The Next Step should be lead management with a implementation of systematic approach to manage those generated leads so we will have uh a look uh processes of uh lead management and how it should look like in a particular uh businesses so the the the examples and processes provided here are not uh to be meant as a Bible like uh you could modify it to your additional modifications and uh take out some other parts and and uh apply it to your onto your own business and after managing those needs so leads or nurturing those leads we uh still have to convert them to to buying customer so that lead to customer conver conversion processes uh should be uh also on place and uh your customer support or uh lead management team should be uh like empowered and given uh the best training and materials in order uh to provide that so who is the lead in many descriptions or in many like information areas so lead is uh meant to be a potential customer or an entity so it would be a particular person or as a physical or uh jurisdictional person and could be an organization that has expressed interest in a product or service provided by your uh company Often by providing contact information or engaging the marketing efforts so in order uh to call any um any engagement or as a lead so one of these information should be on Place leads are individuals or organizations that are in early stage of sales pel so they did not start to buy anything but they provided some information or some interest toward your provided service or product so as we start to go deeper uh we uh start understand that qualifying the leads is one of the main parts in uh managing the leads so after generating after generating our lead we should start to qualify them why should we qualify them in order to bring best uh experiences best practices and uh best sales closure uh with those candidate customers or potential customers Quang lead is a CR critical step in lead management process and it like shows the Readiness of the potential lead to become a customer one of the main Frameworks uh in this case is band framework which is which is otherwise called like budget Authority needs and timeline of your lead so lead band uh framework many businesses use this framework in order to better qualify their leads based on four main key characteristics so one is the b stands for Budget Authority a stands for Authority n stands for need so yeah and uh t for timeline so by this framework businesses like start to understand uh have the financial have the lead any Financial Resources to make the purchase so uh based on these criteria they start to qualify to categorize segment uh their leads and after that they start to uh like based on each of uh these four parameters start to negotiate or to uh communicate further with potential leads Authority so sometimes decision making Authority or influence of the lead should be on place so you would uh provide product for example for for let's say school kids uh any any like tutoring tutoring services but uh the authority and decision making uh Authority and influence uh in this case is not the child but is his parents so in in order to better uh qualify your uh leads you should understand all these uh issues ne ne is the genuine need uh where your candidate lead truly needs your product so uh like the golden formula of any business is uh to solve the needs or Pains of uh your potential customers so in if you solve this issue so uh it's more probably that you will finally turn that lead into your customer so by qualifying this way also gives you a competitive Advantage timeline is lead buying timeline where your sales cycle and Lead buying timeline should match so based on that you give uh potential uh let's say score so so based on one of four um these key criterias uh you give uh different numbering scoring to your leads and after uh automated system let's say you better uh qualify your leads and finally you understand who is your uh best winning potential customers lead scoring models uh some comp compies often develop lead scoring models to assign numerical values as I mentioned before to lead leads based on their various attributes and behaviors for example lead might receive higher score for Action such as visiting key page or website on the website downloading resources engaging this with email campaign so if lead had uh done one or several of these so automatically or sometimes manually you can uh score and qualify uh your leads based on that LE scoring helps sales teams priortize leads and focus their efforts on this High highest like of conversion all right let's move forward so by qualifying our leads um our leads might have different types so starting with C leads you might have like like bunch of different types like cold lead warm lead hot lead as well as marketing qualified lead sales qualified lead product qualified leads as well as inbound and outbond leads so why these uh types are important based on your uh organizational uh like policy and uh sales policy polic uh you might qualify them and mark them uh based on on uh previous uh scoring methodology and finally turn your uh lead status from one to another type so by converting them from type to type uh you start to engage you start to communicate you start to nurture with your Co potential customers and as uh as your uh potential leads turn from cold to hot as much it shows likelihood to turn uh those leads with hot status onto your customers of course uh this should not be uh intuitively but it should be uh based upon like customized and uh modified and uh well tuned process of lead conversion and Lead nurturing and uh with uh definitely scripting of your products through your lead management or customer uh candidate support or customer support uh teams uh knowledge and based on that and based on uh scoring uh process so your team will qualify your leads from one of these types so as at the beginning of the uh training we explained so uh mainly we will focus on uh three main core uh process of lead supervision where lead generation is a starting key point and as well as passing uh it to lead management and then uh to turn it to place of lead to customer conversion so uh there are several lead generation strategies about which I'd like to talk uh here they are as uh mentioned before they might be there might be inbound lead generation strategies as well as outbound lead generation strategies and several uh differences between them will be explained here shortly we could have offline lead generation strategies as well as online lead generation strategy as as as I mentioned at the very earlier so lead management or lead supervision is all about the data and collecting the data so as much as we could be able to capture information that would be great in there in terms of uh marketing efforts return on investment so so in any case we should always and always to tend to use those marketing strategies where we could be able to grab information to capture the data and to analyze and to turn those data into information and then those information into the story telling so data is crucial and uh our all strategies should be and to toward that way despite I explain here regarding all types of lead generation strategies as offline lead generation strategies uh but uh you should always tend to use that one which will collect precise data from your lead so what's uh inbound lead generation inbound lead generation focus on creating valuable contents and experiences to attract and engage potential customers so in uh lead generation is somehow doing things like without any hard push toward your uh potential uh leads or toward your potential customers future customers so what you do you educate them you modify your let's say uh materials uh like you you you you share blog posts you share uh different articles regarding your products or Services uh you share videos so uh all these lay under content marketing so you can uh have your website so you should definitely optimize your uh website to to improve your uh search engine uh optimization uh so by optimizing online content it improves visibility of uh your product or your your message so as candidate as lead search for particular product which is uh on your list of products so by optimizing your online or digital uh content you you uh give the valuable Insight possibility or probability for yourself to be visible in search engines social media so in today's world uh we are leveraging social media platforms as uh no nothing else uh and never else before and being available in social media is uh one of inbound lead generation strategy uh but by inbound as I meant it's not meant to be paid information or paid advertisement you just have your you should have your own social media uh you should share your posts and information regarding your uh product you should educate uh your your potential audience in order to make them uh to be to turn to your future customers and of course email marketing is uh one of key key tools where you just nurturing your leads by emailing them and your emails should not uh be like spam and uh should really help and support your candidates okay your leads then what about the outbound Le gen I'm sorry outbound leg generation involves in contrast with inbound proactively reaching out to potential customers so what you do you take the phone and you call call call call to your potential customers so it might be look the customer who already engaged with you and acquired one or several of your products is not meant to be your customer for your next upcoming product so for any particular product where that your previous customer did not make any purchase or any payment he is considered to be your steel lead and uh you should again go through qualifying your lead and nurturing and then turning it into your customer so called calling is one of the tactics where you grab your phone and call uh to your previous customers like initiating contact with that and like delivering information regarding your product direct mail so you know the address of your uh potential uh customers you just send physical prom materials brochures here in UAE you can find like those brochures or informations uh all over uh in building entrances even even uh some sometimes uh hang hang on your door HS and in several times even they like go further and drop it uh onto your on up to your uh flat you know through through some holes between uh gapes of uh Doran thoring so this is also way of uh like proactively reaching out your potential customers so this is uh going under um outbound uh lead generation strategy So Paid advertisement in previous slide we talked about the social media whereas here uh we are talking about several uh paid advertising uh it might be in social media it might be in uh search engines like search engine marketing uh through uh through like uh paid promotions and uh so on so if in uh previous slide we were just sharing information on our page and making it publicly available here it does not mean that we should we should hang that information on our page it could be hidden uh hidden even post or any sharings uh that would be paid at the same time and if if Le searched for it on your page most probably he wouldn't find it and what will happen he will contact and ask for that product for information and you will engage to n next step to try to convert that lead into your customer event sponsorship also might be one of outbound lead generation strategies where participating in sponsorship industry events and again exposure conct uh with potential customers could lead really uh beneficial beneficial outcome so lead generation strategy uh and now we will talk about online channels so lead generation is important so that's why uh we just focused on it and uh most of you probably know about all of these informations and it's not uh the AA and not very new information that what what we are doing just collecting and uh organizing them in logical way and um delivering them in a structured way in order to make like w several puzzles of the wall whole image or puzzle to be available so what about the online channels online channels refer to digital platforms and mediums for Communications marketing and interaction and key characteristics are the global reach cost efficiency interactivity measurable analytics and 247 accessibility now all these uh online channels are really really really Cru crucial in lead management uh process because in each case uh you gather measurable information about your audience you can reach globally in in in in the main um Main Street of Chara or Dubai or you can have one billboard but that uh billboard might cost you much but at the same time reach to very little leads and potential customers whereas in online you can do that with less amount and reach to very huge amount of candidates um and taking into account that your product is online product if your product is online product so this is number one issue to reach out but anyway even you provide or buy or sell a bottle of water online channels are crucial for their interactivity and their 24/7 accessibility so we uh should always and always uh stand on this part mainly because this part really generates crucial data information regarding our potential customers what about offline channels offline channels in contrast are traditional methods of communications and marketing these uh channels are those of printing advertisement direct M Mals uh trading uh trade shows networking events Billboards what key characteristics are in um offline channels their key characteristics are localized reach as I mentioned before Target specific this targets a specific geograph graphical areas local communities limiting the reach compared to all online me so doesn't mean that uh you should not use uh these offline channels but this offline channels must be used as a trigger to your online uh online resources for example uh you can just share your website information which is recognizable and rememberable like like passing through can and and it it it should have the message message of uh solving uh your potential customers pain as a pain and and G giving the gain of gain to your potential customer so by messaging that key message and sharing your uh contact information this two crucial information should trigger your lead to move forward you know but always and always you should leave your contact over there uh to engage uh to engage your lead uh very quickly and uh characteristics uh are uh as you see are here it's tangible and another uh anothers characteristics is longevity of materials or physical materials like brochures and poster can have longer lifespan uh compared to transient nature of online contents so online contents uh can be too much and uh you should uh you could change it but but uh by sharing uh by sharing simple brochure or even pen with your logo and your your contact information is is uh what meant here so this is what regarding the offline channels of channels of lead generation together with that we have another interesting uh concept of lead generation which is called leak magnets I'm sorry here small type of mistakes so Le magnets as names mentions are those those incentives or valuable contents uh which really attracts or captures the attention of your potential leads so you should always take into account this uh this methodologies this uh strategies to stress out to stress out your lead generation uh lead generation potential the goal is to convert website visitors audience members into leads uh for further engagement some common some common uh lead management examples are here so you could have ebooks or white papers with uh index written content that provides valuable insights research findings or any educational uh materials as well as checklist and guides stepbystep guides or checklist that help users accomplish specific T of solve problems so you know by providing these materials you a help your customer to accomplish potential customer your lead to accomplish any his specific task or uh Duty or Mission be acquire his his uh information uh in order to go further to communicate with him webinars and workshops are another another examples of lead magnets templates tools so uh just you might have seen that uh there are several marketing um like tactics where somebody talks about something and and something and at the end because if you want to download this just go through link below and when you click you face uh with uh information capturing page so that is what they really meant to do so they capture your information and start to work with you further exclusive content really uh really very important content uh where uh candidate really will like exchange uh his information in order to acquire uh this type of information and discounts and promotions are really uh working best examples of lead magnets so uh we always as as a human being always like ask for special discounts or try to use utilize that and always discounts are much more attractive than anything else and definitely free trials uh are uh one of best product demonstration tools which really work um as lead magnet um tool in order to grab required information regarding your lease quizzes and surveys are also meant to be uh lead magnets so it like like uh it gives inside uh information regarding the quality of the delivery product delivery as well as definitely acquisition of uh personal sharable information from your list so importance of lead management why lead management is important so now we are passing to next stage from lead generation to lead management part of our discussion so proper lead management ensures a streamlined sales process maximize conversion rates and improves overall marketing return on investment so just imagine how Big Marketing efforts and uh budget you have spent up to now in order to generate those leads but generating those leads uh is not enough without managing converting those leads into your potential customers and with best and reasonable lead management process flow you can do it better and maximize your conversion rates lead conversion rates and create better marketing return on investment because each lead should cost you something and that something should be always and always less than your customers pay for that okay so we should take into account this part very carefully lead management system has different effective lead management system has different components so those components are uh some some of them are mentioned in here so it should have data capturing it should have lead scoring as well as lead nurturing uh AB and CRM integration which is customer Rel management tool integration where your lead management system should be able to be integrated with CRM so uh data capturing is implementing uh the strategy to collect valuable information custom information and ensure accurate data entry so by grabbing by generating uh leads you should collect customer information in much more accurate and uh precise way and storing managing them them is a very uh crucial for further process after collecting the information and storing them in your database in your system The Next Step should be uh contacting uh with those leads and scoring your leads through assigning scores to your leads and as mentioned the earlier uh you you could use uh several uh famous uh Frameworks for that and customize your own way of calling your leads and uh giving several different to each step of Engagement and finally by collecting those those uh scores your um your candidate should turn to to should should pass to Next Step or next uh status so as status of your lead develops and increase so it means your lead moves toward reaching or turning to your uh potential customer lead nurturing is building the relationship and guiding your leads through the sales funnel so by you know by lead nurturing nurturing your leads you uh turn them to next uh status or turn them to next stage so uh you call them engage with them build a relationship deliver some uh premiums some trials organize party invite them and as soon as Eng engaging engagement improv so your relationship becomes much more stronger and on each step after your lead reaction you score your lead and by that your lead turns step by step to your potential customer and definitely your integration is another part of the story where in some cases your CRM might have lead management processes and procedures uh or uh tools built in in some particular cases your lead management system should be different from your customer relationship management and uh there should be Bond tide between them integration between them so by turning your uh leads to your customer and uh delivering uh your customer greater experience uh should you know complete uh the cycle and best customer relationship is that relationship where your customer gives uh about you great uh feedbacks and you of course apprise your customer uh by delivering them several uh loyalty uh loyalty like apprach and and your relationship uh becomes uh turns to uh referral partnership you know where your customer starts to refer you to further leads so lead management process I'm sorry uh let me check something here so all right so let's go further and uh describe a lead management uh process a in this lead management process process are like could be organized or through in different form so here what we offer it should be looked like so it starts with lead capturing or uh after capturing data entry then lead qualification and scoring so scoring or qualifying your leads then lead distribution distribu your leads to uh your sales representatives then lead n drink this is where your sales representative start to nurture to engage to talk to personal personally interact with your lead and acquisition of feedback and iteration as well as reporting and all so by lead capturing and entry uh women collecting and recording information about your potential leads methods used could be website forms social media interactions any events landing page where your custom your potential customers or leads are lending and sharing their information and objective of this is ensuring the accurate and comprehensive data entry into your lead management system in order further to qualify and score your leads lead qualification and scoring is assigning the scores to your lead leads based on their behaviors interactions and demographics and Etc like like it's not limited to this and the factors in that are engagement level website visits gain mail interactions and alignment with ideal profile so uh if for instance your lead visited visited per particular site so you score it you give additional point to that or automatically it h happens so your lead score increase and after reaching certain level it change its status from one to another from cold let's say to warm lead and from warm to hot lead and so so on so forth and objective in this is prioritizing leads and uh focusing resources on those with higher conversion potential so uh you should you should focus on you should focus on much more potential leads with higher scores and higher statuses first so prioritization is crucial in this case and then you uh distribute your leads to further your sales representatives methods of this is through like uh automated tools real time followup notifications uh so uh just your sales representatives are notified regarding new bunch of leads distributed to them and they start to communicate provide relevant information based on their scores scores of your leads and uh statuses and provide information regarding uh interested products of leads lead n drink so building relationship with leads this is is very very crucial part you know in um lead management process so here you use several contents uh even scripting of of uh product description and voice tone of your uh sales representative the timing of call everything is like like very important in here so you could engage with your uh leads through mail campaigns and with sharing content through uh different media tools and uh objective is guiding your leads through sales funnel and addressing their particular needs so you acquire more information from your lead and you deliver uh what they require so you like as Doctor analyze your candidates needs and you deliver uh their pain relievers based on their uh pains feedback and iteration uh feedback and iteration is uh also like way of uh part of the uh lead management process because we should always modify always tune always sharpen our Tools in order to be much more relevant current uh to Market requirements so collecting feedback and making the adjust collecting feedback from your leads and making adjustments are really uh really efficient uh efficient uh way of doing so and reporting and analytics so you you reporting is like you know final image or final uh Masterpiece of any data collection so you should always monitor analyze key performance indicators of your customer support uh representative sales representatives and uh improve it uh like uh based on conversion rates lead source Effectiveness return on investment and of your marketing efforts so I spent this much money to my marketing and this much uh leads are generated but why my customers are so less so where are my uh mistakes or instead of focusing on your uh unknown unkknown issues you tend or you start to focus on particular point of your your marketing uh result so uh that's why the reporting and analytics is so important in lead management process so great so here are some bad lead management experiences just imagine all time or all scho approach where you sit and write names cames of your customer on paper and you organize those papers on uh folders folders on shelves shelves on rooms rooms on warehouses and one nice day if you would like to analyze all of them you wouldn't so here are issues related with different parts like uh organized paper M you have manual and time consuming process lack of accessibility so you can access easily any particular information prto errors like handwritten and without any track change and so on and limited scalability so you know as much your leads increase as much your Warehouse uh widens or or develop so this not a good tactics and I know that nobody does um does like this but there are some uh new starters Who start with paper M and then realize that it's better to pass to excel which is also is not good solution where limited functionality virion control issues you have data security risk as well as difficulty interactions so imagine several people have access to this information and you cannot guarantee the data Integrity as well as the security of the data in this and functionality issues as well as scalability are really really big problems with this imagine as much information and data inrease in Excel so Excel starts to stop you know start to lead it himself itself as sturn you know so this uh this option is also not good and of course home book is sometimes considered to be uh another way of uh lead management so somebody called you you just quickly um saved his information on your mobile and next day you just forgot how did you record it so limited and and only you have access and the person one person have has access uh to to inform to this uh information and no integration uh between other other uh Team teams as well as uh systems and uh tools so these are like some funny stories regarding lead management so uh in order not to do so we as Humanity like developed tools or systems called crms or customer relationship Management systems and tools and definition of CRM systems are Technology Solutions designed to centralize and streamline the management of customer inter interaction lead data and sales processes so your information of your leads customers or customer that could turn to New Leads of new uh created or uh generated products are accessible to your organization uh team members or stakeholders uh through these systems CRM systems and tools uh and their key functions and components which components should should or would CRM systems have some CRM systems might have its own lead management and it should have lead Management in place it should have contact management as well as opportunity management task and calendar integration automation reporting and analytics integration with marketing tools and customer service management so uh what all these are for just uh regarding the lead management so we have passed long long uh like discussion regarding its importance and it's uh it's crucial crucial place on uh business Integrity regarding the contact management so uh you should have centralized database of customers and Prospects to uh to be accessible to your several team members or assigned team members so uh with the case of Exel as well as phone book so we understand that the contact management is so crucial so so needed so uh we should have one integrated system where we could uh manage all together those content opportunity management so you know it's not just lead management and Conta management for CRM systems all tools you are used just imagine you could have opportunities to sell and your CRM system should notify you should should uh you know uh inform you about the opportunities pipeline pipeline stages and forecast potential revenues from uh leads like if you done that and this so that would happen here you have have too many leads collected to this uh particular product so if you do that discount and uh make price or uh I don't know add-ons like that so you can increase your Revenue triple or twice so this is of of course one of best parts of CRM systems task and calendar integration is another thing where all of us have our tasks daily tasks calendar tasks so we just put on place our uh task in order uh to be ahead and um to reach out everything but in in in this case it is much more need and crucial for your team members to be assigned with particular contacts on special opportunity with special tasks so as soon as your employee comes at work opens his uh dashboard and he sees automated uh automatically generated uh tasks and starts to go further so uh this is uh very crucial automation some uh task could be uh repeated repeative and some emails uh could be sent so through this uh systems you can just schedule your emails and put that send this email after three days and that email would this subject after four days and if customer agrees on sharing his information and don't downloading uh the brochure automatically send another email so you just build up all this through your serum system and just imagine how you turn your life to somehow to heaven like business heaven to manage uh and you know to gain particular enough uh efficient time to focus on other dedicated uh Business Development strategies reporting and analytics is is must of any system so generating reports regarding your candidate candidates leads customers even sales even marketing costs are are like very important and they are must in uh CRM systems and integration with marketing tools so integrating your CRM with your marketing tools like uh your uh email marketing tools as mail Cham or social media marketing as Facebook or search engine marketing as uh Google's for example ads so so you just imagine you have the the opportunity to in integrate not copy paste but integrate those information and those system Al together and your CRM system grabs those information and does his um magic and provides you reports so this really helps you to greatly succeed on closing your sales and customer service management so uh it's not enough to sell but it's always must uh be followed with uh supportive supportive you know provision of services uh so you always should support your customers you always should stand on uh on line of your customer customers because it's customer who makes business succeed okay so and of course great business processes and followed up by uh your uh by your candidate by your company team workers is crucial in order finally to bring those finances to your company so CRM I lens so CRM is centralized uh lead database uh which helps tracking U interactions managing Communications and analyzing data which are real time savers for of uh CRM system so here is like small screenshot of how Salesforce CRM system would uh look like sorry for half uh image but anyway so here we can see that that uh you know amount is like 300 uh 85,000 and uh your potential customer is like on stage of price quote so next step will be negotiation and here regarding with particular customer you would have particular task so you can add task you can modify your s and by doing so uh you know this how your CRM systems uh really enhance uh your organization and even your particular teammate is absent or ill today so he can assign his task to somebody else to close this s sales so so you just know squeeze your your opportunities and and and turn your leads into really real customers so uh sample screenshots uh of uh crms are here so this is that previous image which I introduced which is individual lead nurturing process you might have calendar and tasks so your uh mate or your team member uh can visually see what task should do and uh assign and new tasks or schedule new events on his uh calendar and uh see the progression of uh the situation and some different dashboard and Deport forms or out of CRM would be delivered to top management as well as senior level management we have different popular CRM platforms and I just collected here sever several famous of them where Salesforce is one of the leading and hop sport CRM is another brand and of course Target of uh this this training or webinar is not like marketing any brand but these guys are really doing their well their Duty welling up and of course we have Microsoft Dynamics as well so each has its pros and cons Salesforce offer comprehensive suit of CRM solution with extensive customization option so you can customize it for yourself you can add your product description or product script to your to your teammates as well as uh just you know modify it as you wish changing several parts of it H sport provides user friendly interface and has integration with many marketing tools and robust lead management uh has robust lead management features Microsoft Dynamics plays integrates with Microsoft Office tools with Exel with access uh even as task manager with Microsoft node and teams as well and has its integration uh with other unified platform for sales so in in process of uh lead supervision we started with lead generation and then pass through lead management processes how to how should we manage our leads and now uh we are reach to the bottom of the supervision where we should convert our leads onto our buying customers converting leads the customers it's like implementation of structured sales process that includes personalized followups product demonstrations and tell offers to convert leads into paying customers so in this case you have you know enhance your uh sales representatives with uh empowerment of or authority of even uh providing uh providing like discount out of alloud and tailoring the sales onto best win-win situation of between lead and uh company and this really really you know turns your leads onto your buying customer so here is the process of uh lead to customer conversion uh lead lead conversion refers to process of turning potential leads into paying customers and it involves guiding leads through through the sales panel addressing their needs overcoming objections and ultimately solving a sale so uh processes and steps here are post lead qualification process as well as uh initial contact needs assessment value proposition product or service demonstration negotiation closing and follow up and each uh step has its own definition like the PO qualification is assessing lead quality and uh and Readiness for conversion based on predefined criteria so in in previous steps you score you you sort your leads and uh you reach up to a particular point where uh you should as a sales representative grab and phone and call and get initial contact with your potential customer so based on previous gathered information of data you pass into this stage here you uh initiate a personalized personalized Outreach and acquire like try to acquire uh much information uh in order to be able to close successfully your sales after acquiring the information so you should assess needs of uh your lead so understand leads requirements challenges and objectives So based on that you start to build uh build up your offer okay and uh definitely uh you should uh after that again prepare and promote or propose ose a value of your product so value proposition is meant to be the articulating of uh the value and benefits of your products of sales to to the L needs by by creating value proposition you either approach from customers paying gate or customers gain gate uh so uh you should always ask a question so what Pains of my customer my product release so from that approach you prepare your value proposition so you uh you explain his pains and customer understands that you know what he wants and after all at the end of the day you advise you consult and you deliver that information and your customer tends uh like likely to acquire your product and then after uh verbally or like delivering the information you uh demonstrate your uh product to your customer and uh you showcase your uh demos trials like letting your customer to touch it to feel it you know and to personalize it after that your customer will make a decision of AC acquiring uh your product or service and then negotiating the terms and pricing and uh contract details and always and always you know you should you should think about the customer feedback you know like like provide the information as you want to acquire five star feedback from your customer you know so and never never make a sense of sense of uh feeling that you are trying to hang something or you are trying to push something onto customer no your your product demonstration as well as value proposition should be in a way of solving your customers problem okay by solving your customer problem you can gain reputation great feedback and finally the money okay so uh this is very crucial part and um after uh negotiation completed so you uh securely closing close your finalize your your sales and you should not hang on your phone like like uh stop communicating with with your customer customer uh by you I mean the company you know you should always follow up get feedback communicate always try to help your customer in order to turn first your customer to your five star feedback giver and second your customer to turn your customer to your referral partner so in order to enable or enhance or Empower your customer to to be able to talk on your behalf of you you know you like like you to be sure that this company will help us will solve our issue and always they are so kind they cute following up and so so this is how we should like finalize our lead con to customer conversion process a real world examples of uh successful lead management there are uh several great companies uh which successfully do uh what we uh explained here and one of them several of them are here and I I will try to show at least three of them so hop spots inbound uh marketing approach what hopspot do does hopspot a leading provider of inbound marketing and sales software focuses on attracting and nurturing leads through valuable content and personalite personalized interaction they offer a variety of free resources such as ebooks webinars and templates to attract leads and collect their contact information through marketing Automation and Lead scoring hotspot effectively nurtur leads based on their interests and behaviors ultimately converting them into paying customers Salesforce Salesforce leads scoring and segmentation Sayes force a prominent CRM platform which utilizes lead scoring and segmentation to prioritize and categorize leads based on their Readiness to buy and fit the compan target market you know all what we just explained from the starting of the webinar this like like all of them are collected or or or just fit in one sentence by assessing scores to lead based on engagement level demographics and behavior sales sport ensure that sales teams Focus their efforts on high potential leads so not anybody or everybody who gets engaged with you are your really uh potential customers they might be in the future or they might like advise to somebody but uh at the same time they might not be your customer so in order to enhance your team and sales team with qualified leads uh are really potential to buy so you really should have systems on Place segmentation allows Salesforce to tailor marketing and sales strategies for different segments increasing the likelihood of successful conversion so by menting you know that these leads are interested on this particular options or this particular proces or this product is tailored to be this Deo for this demographic uh parameters and these leads are uh inte are like like categorized uh on the same category so having all this information on Place really uh helps you you to move forward in your company's success and Amazon's personalized recommendations so Amazon is e-commerce Giant and effectively manage leads through personalized recommendations and targeted marketing efforts here in UAE Amazon is really is doing as it does in United States and every time you check uh for your like preferred products you see how they fantastically you know integrated everything to each other uh like providing or complimenting you or offering you uh complimentary uh addons and and uh other other uh things and uh how it works it works based on their algorithms which which which is you know built up on the data they collected during this several years by analyzing customer behavior and purchase history Amazon provides personalized product recommendations and offers tailored to each individual's preferences and interests so you search for you search for let's say laptop uh extension monitor and just it's enough to search once and your data is over there and what you have searched for is over there so they collect each your click you know every information and by by doing so you know uh and in online environment uh we just leave too many fingerprints in uh in in in in that environment which gives empowers such giant companies uh to tailor great information and uh provide personalized personalized uh solution for us and this leads uh lead management strategy not only dve sales but also enhance the customer experience by making shopping more convenient and relevant and after all why Amazon is so popular because at the end of the day the customer feedback who uh makes uh final decision uh to be on place so uh that's why Amazon is always staying on the side of its customers Des spite sellers are also customers of Amazon but buyers are much more preferable because without buyers buers sellers will not will not be able to sell their products and they know it and uh we whenever want uh to acquire something or buy something always tend to uh search for customer feedbacks on their particular uh product and understand the case so this is really crucial and interesting and this is best practices for lead management aligning sales and marketing regular analysis and optimization and Automation and integration so in order to uh to reach to that particular point we should always you know uh try to combine sales with marketing and uh and and try to analyze where our weaknesses are where our uh threats are and turn those weaknesses into our strengths and uh those threats into our opportunities uh and how could we do that only through uh organized data collection and and integrity so aligning sales and marketing is ensuring the close collaboration between sales and marketing teams to effectively manage leads and optimize conversion so marketing should not work separately and sales separately but they should you know work all together in order to deliver uh best u customer experience and regular analysis should be on place in order to optimize optimize uh our uh Solutions and uh analyzing the lead data performance metrics and uh feedback to continuously improve our lead management strategy and to understand which strategy works best and by doing that to do to be able to do that we should really focus on data acquisition and data collection and automate then integrate things like utilizing automation uh tools are crucial because uh doing manually everything will not lead to better result so that is the end of uh our uh today's session so we approximately have 20 five minutes and uh we have question answer session if anybody has questions so please go okay so I hope this was uh interesting and if nobody has any question so I guess we can complete our session so I wish all of you best and success and uh hope you have enjoyed it and if you have any further queries or questions can drop the question to the group uh face WhatsApp group and I will share this um slide through through our WhatsApp group as well so this is online slide so I will uh share share the link with you and uh you can enjoy it thank you very much have a nice evening good luck to everybody