If you’re a salesperson, especially a mortgage lender, you probably already feel like there’s rarely enough time to accomplish everything you need to in a day. Most professionals recognize that strategies centered around “cold calling” (or time spent on leads who aren’t really interested) are ineffective and run the risk of wasting a lot of time. When you consider that cold call strategies have been demonstrated to yield abysmal success rates, the optimal path forward becomes clear: it’s crucial for professionals who have their sights set on success to take another route.
You’ve likely heard it before, but it’s true. Salespeople should prioritize low-hanging fruit when it comes to marketing and follow-up activities. Indeed, the best way to save time for you and your team team is to use engagement metrics when creating follow-up plans.
Focus On the Low-Hanging Fruit
First, identify which leads are the most interested in your solution. From there, it’s easy to maximize the efficiency of your day by focusing on your most interested prospects. It’s easy to pick up on buying cues during a conversation with someone. However, if you have a large book of business, it can be difficult to manage one-on-one conversations with all of your leads or prospects
Not sure how to pinpoint the low-hanging fruit? The solution is to identify hot leads. To save on time, it’s best to outsource or automate the identification of hot leads. You probably already have a strategy in place for this. If not, there are a number of tools and strategies that can help make identifying low-hanging fruit (or “hot leads”) easier.
Leverage Technology to Identify Hot Leads
The goal of focusing your time and effort on your most interested prospects is to save time. Don’t waste more of it by calling through potential leads to try to ascertain interest. Instead, set up some sort of automated process to complete the step for you. Consider building a system with one (or more) of the following solutions:
- Programs that track inquiries via phone calls, emails, or text messages
- Tools that monitor clicks or visits to landing sites or social media pages
- Digital tools built to provide key insights on leads’ and prospects’ activity
CardTapp is an example of a tool that can help gather valuable engagement data for a product or solution. It not only tracks what resources leads are interacting with, it also provides details on the frequency of engagement.
Using Metrics From the CardTapp App
The CardTapp app doesn’t just offer tool to deliver valuable insights, it also serves as a centralized hub for tools, information, and resources that leads and clients can easily access.
App owners can use CardTapp to determine how app users are engaging with the solution. App user interaction patterns can be easily analyzed and coupled with powerful tagging features. Then, you can use tags to strategically close more deals. CardTapp’s engagement insights make it easy to identify low-hanging fruit and optimize your marketing tactics.
Improve Outcomes By Focused Follow-Up
Use the metrics you gather to identify the leads with the highest likelihood of closing. Focusing on these leads allows you to streamline efforts and prioritize follow-up activity. It makes each day more efficient, which allows more time to focus on the leads that are interested in moving forward.
A focused approach to follow-up helps professionals improve their outcomes and achieve their goals. When you track lead engagement, it’s much easier to assess and meet their needs.
Start Analyzing Engagement Metrics
Looking to learn more about how you can use engagement metrics to improve efficiency? Curious about how you could close more deals? Then, reach out to us today!