Inbound leads are one of the best things to happen to sales reps. They're warm, qualified, and interested in what you have to offer. However, handling them can be a challenge.
They spend most of their day managing their outbound tasks: writing emails, sending LinkedIn InMails, and making phone calls. However, when an inbound lead comes in, they must immediately stop and switch context. It's not just frustrating for them, though. All of this context switching kills their efficiency too. So, they are less effective at driving leads.
Luckily, there's a solution. Here are 6 ways to handle inbound leads as a pro using automation and the sales tools you're already leveraging.
⏰ Establish an SLA for handling inbound leads
The first step to handling inbound leads like a pro is establishing an SLA, or Service Level Agreement. This time expectation defines how quickly your team needs to respond to inbound leads, what type of response they need to provide, and how often they need to follow up. Less than 30 minutes is ideal for your initial response. Having an SLA in place can improve your chances that your lead will stay warm and get on a call.
🚨Provide your SDR team with clear and helpful notifications every time a lead lands in their queue
It's essential that your SDR team is notified every time a new inbound lead arrives. This way, they can quickly take action and reach out. However, you don't want to overwhelm them with notifications. Ensure your notifications are clear and helpful, so they can easily understand what they need to do.
☑ Give them easy-to-follow actions to help them get the job done
Once your SDR team is notified of a new inbound lead, they need to know what to do next. Give them easy-to-follow actions, so they can quickly reach out and start building a relationship.
✋ Make sure you have a process in place for leads that don't convert right away
Not all inbound leads will convert into customers right away. That's why it's essential to have a process for leads that don't convert immediately. This process should include follow-ups and nurturing to keep your leads warm until they're ready to buy.
🙌 Give your team immediate gratification and meet their SLA
It's essential to give your team immediate gratification for handling inbound leads. This will help them feel motivated and encourage them to switch focus when a new lead arrives. One way to do this is to give them recognition and rewards for meeting their SLA.
🏆 Celebrate your team's success