The new lead arrived via the website on Saturday, January 16 at 10:15 AM. It was uncommon to receive a lead on a weekend, but like the other 8 leads that arrived so far in January, it was very welcomed.
Eric, the business owner, received the lead in his Gmail on his iPhone. I’m sure he quickly scanned over the new service quote request. He viewed the name of the person, company, phone number, email address, job title, type of business, items of interest, how they heard about him, a few lines of comments, and the list of services that was of interest to the prospective customer. Eric also noticed that the lead was a direct referral from a sister company of the prospect.
Eric smiled (I assume).
At this point, Eric didn’t need to do anything else, his business systems registered the lead information in his CRM system, scheduled the appropriate tasks and deadlines, and automated a reply to the customer.
Isn’t this how you want your business to run?
Six Questions To Get You On The Right Path
- How did your last customer find you?
- What was their first impression of you?
- Did the customer find it easy to engage you?
- What kind of value did you exchange that they were willing to give you their contact information?
- Why did the customer choose you and not a competitor?
- What problem did you solve?
- What part of the promise that you made does the customer most want to believe?
The next customer and sale will be a result of understanding how you made the first one.