A Guide for Lead Generation and Lead Management Plan Development

By: Felicia Savage

Similar to your smartphone app that delivers detailed driving directions, retailers can guide consumers on their buying journey with a lead management plan that personalizes the online shopping experience and helps consumers avoid detours. For many consumers, the online interactions they experience matter as much as the final destination. Instead of asking shoppers to follow a road to nowhere, get the conversation started online by using your website to engage consumers with helpful information, and lead them to a thoughtful purchasing decision.


Get Quality Leads with Online Guided Shopping

Websites with AI and other interactive technologies help retailers collect details about each visitor, such as which pages and products they looked at, where they spent the most time, what calls-to-action they clicked on, and how they prefer to be contacted.


Online guided shopping software allows consumers to personalize their research through interactive tools, such as trade-in comparison tools on auto dealer websites, mattress assessments on home furnishing websites, and rental expense calculators on multifamily housing websites. The shopper gets helpful information to assist them in making a buying decision, while your sales team gets detailed lead information.


Nurture Leads with Personalization and Automation

The best lead management plan requires personalization, optimal timing and a focus on being helpful. Adopting technology to automate lead follow-up doesn’t mean forgoing a personalized approach. Instead, interactive technology captures detailed information about the consumer, which emboldens your team.


By tracking customers across multiple touchpoints and delivering helpful content at each stage of the buying journey, your team can have personalized messaging, and even provide incentives to buy the exact item shoppers searched for online.


Improve Conversion Rates with Lead Management

Train your staff on how to incorporate the personal information they gather through AI technology. Create customizable lead follow-up templates for buyers at the top, and even bottom, of the sales funnel. Set delivery timeframes, so the right message gets shared at the right time.


The more detailed information you glean about each consumer will ultimately help your sales staff convert more leads to sales.