You’ve got new leads! Now what?

As we move into the summer season, now is a great time to revisit your lead intake strategy. Optimizing your approach to lead management can significantly impact your conversion rates. Making sure your intake strategy is the best it can be will help your team convert leads efficiently and effectively. 

Start by evaluating who on your team is responsible for responding to new web inquiries. Are they trained to respond promptly? A quick response can make all the difference in securing a lead. What about phone calls that come in during evenings and weekends? Ensuring that the employees in charge of calls are well-informed and regularly updated is crucial for providing consistent and accurate information.

A best practice is to include your concierge team in sales updates at least once a quarter. Take a few minutes to share exciting marketing developments with staff across various shifts. Introducing them to newly renovated model apartments, for instance, can spark enthusiasm and help them communicate more confidently with potential leads. While they might not know all the details, they should be able to answer a few common, basic questions many prospects may ask.

Sometimes, leads go quiet after an initial inquiry. It’s essential to discern whether they are genuine prospects or just browsing. A tool like SenioROI’s Validify can help identify high-quality leads by evaluating eligibility factors like location and financial viability. This way, your team can focus on the leads that are most likely to convert.

If you don’t have a tool like Validify, consider implementing a strategy of making seven touches within the first few days—calls, texts, and emails. If there’s no response, give the prospect some space for about 15 days before re-engaging with another round of seven touches. It’s okay to keep quiet leads on automatic email lists or use a contact center for ongoing nurturing without your team putting in too much extra effort.. Prioritizing qualified leads ensures that your onsite sales team spends their time wisely.

Lead management should be a team effort. Regular updates, cross-training, and clear communication foster an environment where everyone knows their role and expectations. This proactive approach not only boosts morale but keeps everyone informed, enhancing the team’s ability to manage leads efficiently. Prioritizing training, efficient communication, and consistent follow-up will ensure your team remains productive and your leads feel valued.

Schedule a chat with the Lauren Rose Senior Advisors team to learn how we can help update your strategy so you can start to reach your conversion goals!