As we have seen in the past Digital Trends, maps are used as a visual tool to improve interaction and suggest new approaches to the market. If before the maps were used by the agent only as an element of pure navigation to organize his visits, now they are used for lead generation and have become a substitute for the customer list. In fact, with these maps, the agent can access a customer’s information in a few simple clicks without necessarily reading the entire customer list. Maps help to:
- Analyze information faster
- Help plan the tour based on different combinations (e.g. looking for customers near the area I’m in that I haven’t visited in the past month)
- Don’t overlook dormant situations and test sales penetration
Table of Contents
What Are Leads?
In marketing, especially in sales marketing, a lead is understood as a successful initiation of contact with a potential customer. The process by which these contact initiations are controlled is summarized under lead management. But now, more precisely: A prospect leaves their contact information with a specific interest or intent, for example, when entering a competition or requesting information on a specific topic, product or service. This contact data is usually used to address this person and develop it into a paying customer – a lead. The most frequently requested contact information here is the email address. Prospects are, therefore, one of the first stages of customer acquisition. Leads can be generated in different ways. In the next part of this article, you will find out which options are available to you in the context of lead generation and what you should pay attention to.
Maps For Lead Generation
Here’s an example of using maps to generate new leads. With the maps, you can search for new leads using keywords (e.g. “maintainers”) in a specific area, which can be more or less large, and see their geographical position via Google Places. Once you have positioned your search in a specific area, you can import all the leads present or select those to be excluded using the dustbin icon. After the import, you can find the imported contacts by accessing the lead list. You can also save your search and use it later.
Maps As A Replacement For The Customer List
In addition to finding leads, maps can be used to manage customers faster and easier. In this case, the maps are used instead of the customer list to understand who to go to and access a specific customer’s data in a few simple clicks. Hundreds of markers can also be placed on the map, enriching the information with colors and shapes. On the other hand, a list reaches a maximum of fifty lines and, therefore, due to the limited space, cannot contain much information. In addition, through the maps, you can add filters to carry out combined searches: for example, you can search for customers based on the period of the last order (e.g. >180 days).
How Do I Manage My Leads Professionally?
You will appreciate the advantages of commercial software for professional lead management. In master data entry, you can assign different statuses to your prospects (and customers) and distinguish between them according to certain criteria. In the so-called “history”, i.e. in the “communication history”, you can see all the information that is linked to the prospect or customer, e.g. when was the last telephone call or the last written contact, what an offer already made, what there are inquiries and so on.
This way, you can easily differentiate your leads according to their processing status and select them for the next steps. If your prospect becomes a customer, they remain in the same database and are given the attribute “customer”. There is only one underlying database for everything. Depending on which commercial software or ERP system you use, you have a complete and convenient CRM tool that provides valuable services in customer processing, provides a good overview and saves a lot of time. This leaves you more space for other important things.