Inbound sales can feel like a gift —until they’re not. Leads trickle in unpredictably, making it hard to plan and scale. But what if you could turn those sporadic inquiries into a reliable revenue engine?

 

1. Stop Reacting, Start Planning

Inbound leads are great, but waiting around for them is not a strategy. Build a system to capture, nurture, and close them efficiently. Tools like CRMs or email automation can ensure no lead slips through the cracks.

Tip: Create a simple lead qualification process. Not all leads are worth pursuing, and chasing the wrong ones wastes time and energy. You can qualify by types of companies, size, how often they order, etc. 

 

2. Speed is Key

Leads go cold fast. Responding within minutes (instead of hours or days) massively increases your chances of closing the sale. Data I’m seeing is showing after 5 minutes the conversion rates drop drastically. Yes, 5 minutes!!

Tip: Set up templates for quick responses to common inquiries. Or build in some automation to ensure we hit them quickly. 

 

3. Track Patterns

Not all inbound leads are unpredictable. Pay attention to the why behind their inquiries. Is there a busy season for schools? Are local businesses preparing for events? Use these trends to be proactive.

Tip: Analyze your sales over the past year to identify patterns. Use those insights to anticipate needs and plan outreach accordingly.

 

4. Offer More Than a Quote

Don’t just send a number—offer value. Whether it’s providing design ideas, bundling options, or sharing testimonials, make it hard for the lead to go elsewhere.

 Tip: Personalize your proposals with examples of similar projects and the impact you created for other clients.

 

5. Follow-Up Like a Pro

The fortune is in the follow-up. Most leads don’t close after the first conversation. A well-timed follow-up with new information or a helpful reminder can push them over the finish line.

Tip: It’s ok to get aggressive here. They have a need and you can help them. Also, lean on the phone vs. email. It’s ok to call them numerous times after they submit a lead. The likelihood of them being upset you called is incredibly low. I promise!! 

Ready to take control of your inbound sales? Let’s chat!

 

 

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