Arsineh Boghozian

5 Proven Tactics for Managing Raw Leads and Converting Them Raw leads are fresh, unrefined prospects that you acquire, and you’re uncertain about their potential. Some of them are most likely prospects whereas others are not a perfect-fit. Managing raw leads is a critical task, but it’s frequently ignored by many businesses. It’s complicated process that needs efficient organization and collaboration of resources to guarantee the highest lead conversion. Implementing lead management tools is critical for your sales team to concentrate on prospects with the highest likelihood of converting. So if your organization struggles to separate a top lead from an unqualified one or your team is approaching every prospect with equal amount of effort, you’re not alone. Many companies face the challenge of qualifying and converting the maximum quality leads. Keep reading to discover how to manage raw leads successfully, find your best prospects, and increase your sales. What are raw leads? Raw leads are fresh leads that you receive. They are unqualified leads at the top of the funnel. You don’t have adequate information about them. It’s your responsibility to categorize them and classify the ones that are worth nurturing. Some leads may be ideal prospects, some might require nurturing, whereas others may need to be cleared out. Raw leads are maintained during marketing activities like website visits, content downloads, webinars, and tradeshows. Raw leads can be obtained effortlessly and it’s easy to target and manage them. Even though raw leads are invaluable assets, they can vanish easily, if you don’t pay attention to them properly. Therefore, if you want to be successful in your entire sales process you have to manage raw leads appropriately. Types of raw leads Here are four types of raw leads: Inbound leads: they can be introduced to your company through marketing channels when a potential customer engages in an action, like completing a form on your company’s website, that shows they are interested in your particular product or service. Outbound leads: these leads are introduced to your company through the persistent hard work that your sales team is doing, like emailing prospective customers or cold-calling. Referral leads: referral leads are prospective customers that are generated through a referral or recommendations from any of the sources such as a partner, an existing customer, or any other trusted source. This type of lead comes with certain expectations and interests because someone they trust refers to them. Regardless of initial interest, nurturing these leads is important to make sure they’re perfect fit for your products or services. Third-party leads: these are introduced to your company by other companies that specialize in discovering prospective customers for businesses like yours and they are known as lead-generation companies. These leads still need to be nurtured and it can be challenging to encourage and convert them. The typical type of raw lead is inbound lead. To create inbound leads, you’re required to have a system that collects the information of the potential customers who come across your website or communicate with your company in some way. This system can include a contact form or more complicated marketing automation tool. You must promote this system constantly so prospective customers know that you exist and are ready to communicate with them. Your sales team is required to put more effort into generating outbound leads. However, this method can be very successful if it’s done perfectly. Because this type of lead generation can be challenging, companies prefer to work with inbound leads. Raw leads When the lead is not interested in buying your product or services is known as a raw lead. They’re at the initial stage of sales funnel and are required to be nurtured. Marketing qualified lead (MQL) Marketing qualified leads are the leads that are identified as having perfect potential. Marketing team usually focuses on nurturing these leads. This means that the potential customer profile is qualified as pre-determined standards such as the level of interest or demographics. Sales qualified lead (SQL) Sales qualified leads have been evaluated by sales team and they’re qualified to move to the next stage of the sales cycle. The likelihood of them purchasing from you is higher. If they don’t buy after the initial interaction, they should be nurtured more extensively. Tactics to manage raw leads Let's delve into 5 strategies that your team can utilize to manage raw leads effectively. Agree on the meaning of raw leads Initially, before you can successfully manage raw leads and convert them into customers, it’s crucial to build a mutually agreed definition of raw lead inside your company. Sales and marketing departments might have different explanations of what qualified and raw leads are. Therefore, ensure you have reliable criteria to categorize leads. A comprehensible definition of a raw lead summarizes the characteristics that classify a prospect as a raw lead. You can provide a list to the marketing team depending on your requirements. Based on your business landscape and organization’s unique requirements the criteria might be different. Some regular factors to consider when determining leads are decision-making authority, sense of urgency, and budget. Moreover, this process will prepare the groundwork for an aligned approach to managing and nurturing leads. In addition, it’ll reduce uncertainty and miscommunication and will support a simplified lead management process. Prioritize raw leads using lead scoring After you’ve provided a clear definition of leads to your sales and marketing teams, you have to precisely identify when a lead is ready to buy, been qualified, or exit out of the funnel. This process is known as lead scoring. Based on the studies this method enabled companies to generate a 138% lead gen ROI. Lead scoring is a procedure where leads are assessed and categorized based on priority or their perceived value (how likely they are into a customer) and assigned numerical values. How accurately do you score leads? Evaluating your current customers and lost leads is the perfect technique you can use. You’ll have the ability to spot a pattern or a particular set of qualities that the large amount of premium leads possessed. For example, let’s imagine that the majority of your high-quality leads belong to a specific demographic previously. You can create a score by assigning this quality a high point. Leads that are positioned in this demographic are scored at higher level. Afterward, you can prioritize the value of your lead nurturing and outreach strategy. Send them personalized information It’s important that you don’t send information blindly when you have raw leads in your sales pipeline. Gaining knowledge about the lead’s preferences, potential issues, history and previous communications with the business are the initial steps you should take. Raw leads will be more satisfied if they receive personalized content. For example, let’s say a lead was obtained through an event. By relying on this, decide their interests and deliver them related information. Moreover, this action fosters trust and credibility and establishes a relationship with your leads, which can finally lead to more conversions. Offer leads an opportunity to opt-out The crucial aspect of managing raw leads successfully by utilizing free tracking software is reducing unfit leads and uninterested people from the list. If someone signed up to your email list and never interacted with you again, the lead is expected to be lost. Create a section for these prospects, recognize them, and then craft an email to give them the alternative to opt out of the email list. Leads who persistently disregard your emails can distort your email analytics. Clean your email list occasionally, so you can concentrate on potential leads. In addition, offering opt-out choice to customers honors the freedom and preferences of potential customers. Furthermore, this action demonstrates your business's loyalty to customer satisfaction instead of forceful sales strategies. Here’s an example of an email you can send to your subscribers: Implement omni-channel communication When you start emailing unqualified leads, there's a possibility of not receiving responses or achieving high open rates. You’ll most likely get flagged as spam, which would damage your brand’s reputation in the market. To resolve this, focus on interacting with leads on several alternative channels, regularly throughout additional official routes. Ensure they are following you on many social media platforms. Those prospects who visit your website consistently but don’t pay attention to emails also notice paid advertisements. It’s crucial to bear in mind that people have different preferences in terms of communication. When it comes to communication, being adaptable and versatile amplifies the chances of successfully contacting and engaging your leads. It’s important to gain knowledge of your target audience when choosing the communication channel your team is relying on. In addition, using a variety of channels for communication allows for personalization, while it helps you to deliver the unique preferences of each lead. Discovering different communication channels can be a substantial help in pursuing raw leads. How Evolveo can help you manage raw leads It’s critical to have a system to monitor and nurture all of your raw lead interactions. By implementing this, you’ll ensure leads don’t get lost and you communicate with right prospects. Enhancing visibility into your sales pipeline, handling contacts, and amplifying productivity are all achievable on the easy-to-use Evloveo CRM Platform Complete request demo form and get a proper demo of our product for Free Try Evolveo Demo Now