3 Lead Management Lessons from the NFL Draft

April 26th, 2012 by Robert Pease

The NFL draft started today and Andrew Luck of Stanford was drafted #1 overall by the Indianapolis Colts.  This was one of the biggest unkept secrets ever.  The departure of Peyton Manning, private workouts, and carefully crafted messages in the press from both sides all led to the pick.

So, what can you learn from the NFL draft and apply to your lead management activities?

  1. Know What You Need – the Colts knew they needed a quarterback and were in the great position to get one.  If you don’t know what your optimal customer prospect looks like then get busy crafting it.  You can’t find it if you don’t know what you are looking for.
  2. Do Your Research – both the Colts and Luck thoroughly researched each other through interviews, workouts, and reams of data.  That led them both to the best decision for each of them.  Make sure you have the information available that your prospects need to choose you and that you have done your best to target and acquire customers that will stick with you over time.
  3. Prioritize – all the players entering the NFL draft are great in some way be that as a quarterback, a receiver, or a defensive tackle.  The Colts probably could have made the case for a need in all these positions but they decided that the quarterback slot was the most important one to fill.  So when you look at all the inquiries you get via your various marketing programs, be sure to focus on the best ones first just like the Colts did selecting Andrew Luck.

Be sure to keep an eye on the draft as it unfolds and see the results as they happen on ESPN’s NFL DraftTracker.

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