Your leads journey
Keely Flood
Learn how to increase your recruitment revenue, eliminate inconsistent results, and scale systematically | Check out my website to see if I can help
Shiny object syndrome is real, and it can sink your business.
With the rise of AI tools, CRMs, and every other software you can think of to support a sales engine, there becomes a point when a business owner has to ask themselves “what am I even using all these tools for?”
Better yet, how do all these tools work together to create a coherent process that I or my sales team can replicate over and over again.
After doing a deep dive with a recent client of mine we found out they are:
This is leading to a high burn rate, lost time, and the worst of them all is missing out on winning business because it is slipping through the cracks.
So let’s jump in and discuss how we can turn chaos into order, and tools that start working for you.
At first glance this chart should look like a lot, because quite frankly it is. Plus, this is only the tip of the iceberg because we went as far to have outreach frameworks and templates for each part of the process.
Now to create something like these will take hours, if not days, to have it fully fleshed out but today I want to help provide you with the roadmap on how you can start creating something like this on your own.
But if your first reaction/thought when reading that line is “hell no, I can’t do that alone” then pause here and grab time on my calendar to discuss if working together is the right thing to do.
If you are up to the challenge, read on.
Birth to death
The first question I ask every client, and you need to ask yourself when creating this, is “where do I first identify a new account/contact”.
Are you spending your time on LinkedIn Sales Nav? Company Websites? Zoominfo? The point is wherever you find the bulk of your new leads is the spot where they are “born”.
They have now come into existence as far as you are concerned, and that is where you should be starting when creating a flow chart like this. All the other tools you have are useless without the birth of your lead, and thus all roads lead back to this.
How do they “grow up”
Let’s say you find a bulk of your leads on LinkedIn Sales Nav (the birthplace), where do the prospects go from there?
Do you begin to input them into your CRM or do you drop them into an enrichment tool to verify data before inputting into a CRM?
This is the next step in your flowchart, but what I ALWAYS recommended is they are inputted into your CRM ASAP!!!!
You should have a single source of truth, which is your CRM, because if you scale, aka hire more people, they need to see all interactions that occurred with a prospect in the past.
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How do they get “communicated” to
By now we have found the leads, captured the data, and the fun part begins——-outreach.
This is where I see a lot of business owners get tripped up, because they have different tools for:
The problem with all these tools is they do not talk to each other, plus the user is inconsistent in where the lead starts their “communication” journey i.e. one lead is dropped into an email campaign, another starts in Dripify, etc.
If you can not find a way to get the tools, the ones that are automated, to talk to each other then you are better off running a lead through one automation tool at a time.
What I mean by that is, let’s use Dripify (a LinkedIn automation tool) as an example. If you have an email automation tool and this running at the same time, prospects can get mixed messages or they can be turned off by the sheer amount of reach outs occurring within a short time frame.
Instead, you are better off letting your Dripify campaign run through the entire sequence, and then moving the lead into the next step (look at 2.2.1 as an example and how a lead would move to 4.0 which is the Crelate email campaign).
Death
There are three options that can occur when a lead goes through a funnel:
Point 3 is when a lead goes through everything and we still have never spoken/heard from them, Point 2 is either rejection or "a not right now” type response.
Either option means that the lead has made it to the end of the journey, and it is time to lay it to rest.
The good thing, this “rest” is not eternal, it is rather time for them to be given a break from the outreach and to be re-engaged at a later day.
Re-Birth
This is a topic for another day, but for those leads that fell into Point 2/3 there will come a day when they will be re-engaged with again.
Their journey across your tools may be the same i.e. Dripify into email into phone BUT your messaging will need to change.
Thus this lead will lead a different “life” and have a different story told to it, but the process it will follow will have been laid out, after you put in the hours of work needed to create the flowchart.
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