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Converting Leads into Interested Parties

By September 18, 2012March 6th, 2023Technology News

Every inbound lead has the potential to become not only an excellent sale for your company, but a satisfied customer and a good testimony, too. And do you want to know the main reason many leads never turn into sales (and then repeat customers)? Follow-up. That’s it. Most companies don’t bother to follow up on their leads and thus don’t get the business they could have gotten. Over half of leads are never followed up on. You may think that following up is simple, but most – if not all – companies have trouble getting it down pat.

Here are a couple of essential steps in converting your leads into potential business and, eventually, happy customers.

Follow Up on ALL Leads

It doesn’t matter if it’s a lead that came from your website, a friend, or someone that signed a list for your event. The important part is that you follow up. Let’s treat every single lead you get as a scratch-off lottery ticket. Do you know what you’ve won before you grab a penny and scratch off the foil? Absolutely not. Even though most of the tickets wind up being duds, you don’t know that – and shouldn’t assume it – before you take a moment to scratch the surface.

Don’t Delay Answers

Some inbound leads are nothing more than an inquiry. “How does this service work?” “How can I find prices for these services?” And that’s all you get. You have to be responsive to these questions, and you need to respond quickly. But don’t give an incomplete answer because you’re rushing. Take the time to really write it out and explain the product in question to your customer. Make sure that, if you don’t get an answer back from them within a few days, that you follow up to that, too. Ask them if they’ve made any progress in their decision and if you can help them in any way.


Jason Manteiga

Jason J. Manteiga, Vice President of Olmec Systems, has been part of the company for over the past 20 years. He believes that having a great work environment and supportive team, is the ultimate key to success. Since being in the IT realm for over 25 years, Jason, along with Olmec Systems, has been on the Inc. 5000 “List of America’s Fastest Growing Private Companies” and Channel Futures MSP 501 “Top Managed Service Providers in North America,” along with other awards and nominations. Jason earned his Bachelor Degree in Information Systems from the New Jersey Institute of Technology. He also holds certifications in Microsoft MCSE, VMWare VCP, and Cisco CCNA. In his spare time, Jason is a contributor for The Center for Social & Legal Research (Privacy Exchange) and a member of the Morris County Chamber of Commerce. His hobbies include cycling and kayaking. He currently lives in New Jersey with his wife, two daughters and son.