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Lead Engagement

Top 5 Lead Engagement Techniques

Written By:

Stephanie Lanik;  Strategic Marketing Coordinator
Lead engagement is a powerful tool used to bridge the gap between your marketing and sales teams. Filling that gap is crucial when it comes to successfully acquiring new customers and building trusting relationships with your prospects. You must have a dedicated program to engage and nurture leads as you generate them. Otherwise, you’ll miss out on many valuable opportunities.

As with many aspects of successful business, there are no set rules to right and wrong techniques or processes. However, we want to share some pointers to help you along the path to successful lead engagement. These techniques not only bring in more revenue and referrals but also reduce cost per lead as more will convert.

Here are our most successful lead engagement techniques that will take your engagement strategy to the next level!

5 Lead Engagement Techniques you Should be Using.

1. Use Phone Calls to Engage More Leads

Despite what some industry voices will tell you, phone conversations remain a key component in the lead engagement process. Why? Because the human touch will always be crucial in an age of emails, sales automation, and sales funnels. It’s the most powerful way to connect with potential customers. In fact, 71% of Americans would rather interact with a human than a chatbot or some other automated process. Additionally, Hubspot states that 41.2% of salespeople say their phone is the most effective sales tool at their disposal. Knowing this, your sales team should make more calls a top-tier priority.

Overall, it should be very clear. When you want to engage your leads, nothing beats interacting with a real person.

2. React Quickly

In business, timing is everything — it can make or break a sale. Ultimately, the faster you connect with leads, the more likely they are to qualify and enter your sales process. This is why we make our first contact attempt within 5 minutes of a lead “raising their hand”.

Currently, only 37% of B2B organizations respond to fresh leads within an hour (Source: HubSpot, 2020). Resulting in the quality of those leads quickly deteriorating, due to the slow response time. The power of instant contact is key! Meaning, the quality of the lead changes based on how much time has passed.

3. Score Your Leads

To make the most out of your lead engagement techniques, create a lead scoring program. Using lead scoring helps you zero in on leads that require the most nurturing to get through the sales funnel. By segmenting your sales pipeline, your sales team can more proactively engage and focus on the right leads.

There’s no excuse for an inbound lead to sit in a queue for days before a sales rep is able to call that person. However, if your company’s sales process isn’t set up to prioritize inbound leads, that’s exactly what will happen by default. If your organization’s sales process isn’t set up for success, don’t panic! We’re here to help.

4. Use Personalization (Heavily!)

One-size-fits-all content doesn’t fly anymore. Especially when it comes to lead engagement. To effectively engage and nurture leads, you must use personalization and targeted content as much as possible. But, in order to do this, you really need to understand your leads. That means setting up buyer personas, segmenting your email lists, and keeping track of buyer activity and behaviors.

Nowadays, it’s important to remember that today’s customers crave personalization, support, and rapport with brands. Don’t get stuck in a “set it and forget it” campaign mentality!

5. Implement the Right CRM

Your CRM allows you to document your conversations, set tasks, and activities to follow up with the leads in an organized manner. However, it’s only effective when you fully understand your sales process. A good CRM system allows you to organize particular data about each prospect/customer. As mentioned above, in doing so, you’ll develop a custom plan for communicating with them in a meaningful way.

Ultimately, the primary goal of any CRM software is to help you increase sales and build your business. If used properly, CRM software will vastly improve the efficiency and productivity of your sales team. At Techtonic Sales, when it comes to lead management and tracking our prospect and customer interactions, we prefer SharpSpring’s interface. (We’re also familiar with Salesforce and Hubspot CRM.) By utilizing SharpSpring, we’ve been able to create a more engaging and successful follow-up strategy.

Start Turning Your Inbound Leads into New Customers!

All-in-all, sales, and marketing teams should treat every lead like absolute gold. Your teams should be calling inbound leads quickly, offering personalized content, and engaging consistently. These lead engagement techniques make up the core of an ideal lead engagement strategy. By perfecting them, your inbound leads will quickly become your newest customers.
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Struggling to connect with potential prospects?

Techtonic Sales allows your salespeople to do what they do best — communicate with potential customers quickly and efficiently. While your team spends more time talking to prospects, we work as a direct extension of your sales team. Our Lead Engagement solution enables more dials, better relationships, improved lead conversion, and greater ROI. We can prove it! Give us a call at (888) 326-6118 or shoot us an email at info@techtonicsales.com to learn more.

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