NURTURING LEADS
SECTION 2
LEAD OUTREACH AND MANAGEMENT
AYA’s lead management philosophy empowers our team to serve as mission ambassadors. Local Coordinators are dedicated to fostering meaningful connections within the community and sharing the rewarding experiences of hosting. As facilitators, coordinators guide prospective volunteer host parents through the journey of becoming part of our program.
While these strategies are traditionally associated with sales, our approach focuses on building relationships and promoting our mission rather than products. By applying proven lead management techniques, our team ensures effective outreach and engagement, nurturing connections and inspiring involvement in our cause.
PRO TIP!
Make lead outreach a daily habit. Before your day gets busy, check your leads, reach out to new ones, and follow up with older leads in your pipeline.
LEAD NURTURING STRATEGY – DAY 1 AND BEYOND
Leads convert at varying speed, but most leads will take several weeks or longer to convert. Let’s talk about how to fill that window with meaningful outreach that gets results.
Things to keep in mind:
FAST FACTS FOR OPTIMIZING LEAD MANAGEMENT!
Want more info? Check out these data driven resources and best practices on lead management!
PRO TIP!
Remember: it often takes persistence—60% of ‘customers’ say no 4 times before saying yes.
Representatives reach 50% of leads after the 5th attempt; persistence pays off. Studies found that repeated interactions with prospects positively influence their perception of the salesperson and the organization, fostering trust and credibility.
Follow this Lead Calling Schedule for Optimal Results!
WHAT SHOULD I INCLUDE IN MY FOLLOW UP?
How can you reach out in a meaningful way? We’ve got you covered! As you continue to nurture your leads, select AYA resources to share based on the family’s background and interests. Don’t have much info on the family? No problem! AYA has several general interest resources that apply to all families.
For a full directory of AYA’s digital resources, check out our video resource guide and keep it handy!
PRO TIP!
Have a lead who is still on the fence but engaged? Offer to meet your leads for info sessions at a coffee shop or other local space, to draw a distinction in purpose from a home visit down the road.
Ask Again!
It works – it really does!
Staying engaged with leads and current/former host families, and continuing to ask them to host again, even if they’ve previously declined, is crucial for maximizing recruitment success. Research shows that customers often change their minds over time, especially when they feel valued and connected to the organization.
By maintaining regular communication, showing appreciation for past interactions, and respectfully continuing to extend invitations to participate, Local Coordinators can capitalize on changing circumstances and preferences among leads and host families, ultimately driving higher participation rates and program success.
FUN STATS
- Persistence works – Harvard says so! A study by Harvard Business Review found that organizations that persistently follow up with leads are 9 times more likely to convert them compared to those who don’t follow up consistently.
- “Mere Exposure Effect’: Research in behavioral psychology highlights the phenomenon of “mere exposure effect,” which suggests that people tend to develop a preference for things simply because they are familiar with them. This effect implies that repeated exposure and engagement can lead to increased receptiveness and openness to new ideas or offers.
- Consistent Findings: Many studies in marketing and sales show that follow-up and persistent engagement can lead to changed perceptions and decisions. Research consistently reports that 80% of conversions happen on the fifth to twelfth contact with a potential customer, indicating the importance of ongoing engagement and nurturing.
- Minds can and often do change: Analysis of customer relationship management data often reveals patterns where individuals who were initially uninterested or declined offers eventually convert into customers or participants after receiving consistent and personalized follow-ups over time.
- Research has shown that an individuals’ decisions are influenced by situational factors and context, emphasizing the importance of ongoing engagement to capitalize on shifting perspectives.
- Bottom Line – a “NO” now can be a “YES” later!
MANAGING YOUR LEADS IN THE LC PORTAL
Your LC portal is designed to streamline your workflow and help you manage your leads! Regularly updating your Lead portal is crucial for staying organized and maximizing your impact! By leaving detailed notes, you keep our team in the office informed about your progress and ensure seamless coordination. Plus, adding any new leads you’ve recruited ensures you receive proper credit for your efforts. Effective portal use allows us to keep communication channels clear and our records up to date for smoother operations and greater success!
It’s essential to familiarize yourself with its features and check it daily to maximize its benefits. By staying engaged with the portal, you’ll be able to track your progress effectively, and never miss an opportunity to connect with potential host families.
Want to learn more about how to make the most of the Lead portal? Access a demo of its features by visiting the Lead Management training module in the training section of your LC portal.
MOTIVATION
Motivation is a powerful force that guides human behavior and influences individual actions within social contexts. Exploring key motivational factors identified by researchers can provide valuable insights into the decision-making process. These factors not only impact personal choices but also play a pivotal role in nurturing altruism, community engagement, and goal achievement. Understanding these motivators is helpful when developing your outreach and engagement strategy. Below are a few key motivators to consider:
Empathy and Altruism
Research in social psychology has explored empathy in promoting altruistic behavior. The idea is that individuals are more likely to help others when they feel empathetic towards them.
Community and Social Identity
The importance of community and social identity in motivating positive social behavior is well-documented in social psychology literature. Social Identity theories highlight how individuals derive a sense of belonging and purpose from their group affiliations.
Potent Calls to Action
Action-oriented language, which emphasizes taking tangible steps towards a goal, draws upon principles of behavioral activation and goal-setting theory. Setting specific, actionable goals increases motivation and performance.
Gratitude and Recognition
Studies in positive psychology have demonstrated the profound impact of gratitude on well-being and interpersonal relationships. Gratitude fosters positive emotions and strengthens social bonds.
PRO TIP!
PROMOTE THE BENEFITS OF ALTRUISM
• Engaging in altruistic behaviors, such as hosting exchange students, leads to greater life satisfaction and fulfillment.
• Research has shown that volunteerism and altruistic acts are associated with improved mental well-being and a sense of purpose, providing intrinsic motivation for host families to participate in the program.
