Leads are the lifelines of companies both online and offline. That is why 53% of marketers spend at least half of their money on lead creation. However, just 21% of sales leads come from marketing. Managing leads is an important part of this process. Lead management allows you to re-engage inactive leads and turn them into customers by building confidence in your brand.
This guide will teach you all you need to know about lead management, including the best methods, tools, and software.
What is Lead Management?
Lead Management, is defined as the procedure through which a company gathers information about prospective consumers (leads) and keeps track of them until they complete a purchase.
The number of leads will eventually become too large to handle effectively. This may result in lost leads, unsatisfactory lead engagement, and a lack of follow-up. When you have efficient lead management procedures in place, you can gather information about potential customers, work to convert them into buyers, and then pass that information along to the appropriate departments.
When it comes down to it, however, should we really be using lead management? Keep reading to learn more.
In what ways is lead management crucial?
Producing new prospects may be a time-consuming and pricey endeavor. As a result, it is crucial that they be managed properly. In order to fill your customer relationship management system with qualified leads, lead management is essential.
- Lead qualification is a part of lead management. Through this procedure, you may sort your leads into two categories: good and bad. By avoiding low-quality leads, this method allows you to focus on qualified prospects and increase your chances of making a sale.
- As a result of using lead management, you may get the most out of your marketing and advertising efforts.
- With the help of lead management, you can quickly determine which channels are yielding the most promising leads for your company. By narrowing your attention to certain platforms, you may make better use of your marketing and advertising dollars.
- The customer’s overall shopping experience is improved via lead management.
- Lead management data may be used to provide prospects content that will assist them make educated purchases.
- Managing leads effectively boosts the efficiency of both marketing and sales.
- Knowing the quality of your leads allows you to send along the most promising ones to the sales staff. The effectiveness of the sales and marketing department is boosted as a result.
Acquiring Potential Customers’ Contact Information
In order to create leads, it is necessary to gather information on potential customers. The first step is to include a call-to-action (CTA) button into an existing picture or piece of text on your website, blog, or social media platforms. When a user clicks the call to action, they are sent to a form where they may provide information about themselves, such as their name and email address.
Methods for designing an effective lead capture system
You must first understand why you’re collecting leads.
Identifying where lead capture falls inside your sales funnel is the first step in developing a successful system for gathering and managing leads for your company. The three levels of the sales funnel are “top of the funnel,” “middle of the funnel,” and “bottom of the funnel,” respectively.
Getting website visitors from the “awareness” stage to the “conversion” stage, when a transaction is made, might be one goal of lead capture.
After deciding why you’re doing it, you may go on to crafting your lead generating offer.
Next, choose a lead generating offer (lead magnet)
If you want more people to subscribe to your newsletter or sign up for your offer on your website or social media pages, you should consider employing lead magnets.
Ebooks, content upgrades, checklists, cheat sheets, swipe files, script, tool kits, resource lists, calendars, free tools, calculators, and so on are all examples of what you may get from these services. Provide the discount in return for their email address.
Below are a few lead magnet examples:
Checklist: You can create a checklist for things that one need to remember, follow or something. This can help those who need it and you will get your lead.
The HubSpot-made blog-topic generator is just one more example of a similar tool. Simply enter a topic of interest and the program will quickly suggest a wide variety of articles about that subject for you to write. Look at the link down below.
The stage of the sales cycle at which the user is currently operating should determine the kind of the lead magnet you provide.
Design an eye-catching landing page: After finishing up with your lead magnet, it’s time to start working on your lead capture page. After a user activates your lead magnet’s call-to-action, they will be sent here. On this page, you must persuade the reader to access your lead generating service.
Programmatically capture leads: Your lead volume will rise as your firm expands, necessitating the implementation of an automated lead collecting system. This is particularly the case if you are generating leads for your company using Facebook, LinkedIn Lead Gen Forms, or Google Ads.
You’ll have to manually gather information from the platform and enter it into your CRM if you don’t automate the process. The good news is that it’s not required of you in any way. Office24by7 supports these integrations:
1. Lead Ads on Facebook
2. Forms for Generating Leads on LinkedIn
3. Google Ads Lead Form Extensions.
You may link your preferred platform with your CRM of choice with the help of these connectors. A constant stream of leads is sent directly to your customer relationship management system.
Now, let us talk about Lead Tracking
Monitoring Prospective Clients
The term “lead tracking” refers to the practice of keeping tabs on prospective customers from their first point of contact until they make a purchase. It’s a one-stop-shop for handling and monitoring anything from blog posts to social media efforts. Lead tracking is a process that may be managed with the use of dedicated software.
By knowing the source of your leads, you may allocate more resources where they will do the most good. Incoming leads are just as possible as are outgoing ones. Search engines like Google, phone calls, contact forms filled out in response to blog posts, and other similar activities all count as inbound leads. As can be seen in the diagram below, outbound leads may be generated via several channels including email marketing, cold phoning, direct mail, and display advertising.
Tracking leads is useful to:
- Determine whether a prospect is a serious buyer. You may use this information to speed up the lead-to-customer conversion process. Preventing lead loss at each stage of the sales process
- Apply the information gathered from lead tracking to pipeline forecasting
- Optimize your marketing efforts by putting more energy into the approaches that are producing results.
Some suggestions for structuring your lead tracking system are provided below.
Methods to Better Manage Your Lead Tracking Process
- Prospective customers may be attracted to your business via a variety of channels, including social media marketing, blog posts, banner adverts, etc. Good information about the leads may be gleaned from their original source. If a lead found your blog via one of your postings, you have some idea of what they like to read.
- You may learn more about which platform is successful for your company and which marketing strategy is yielding the best results by categorizing your leads according to their origin.
- Classify prospects by their stage in the sales process
- Prospective customers are at various points in the purchase cycle. Some customers are just learning about the product and doing research online. Some people haven’t yet made a final decision but are thinking about it. Some people are researching their options before committing to a purchase, while others are ready to make a final choice. Each lead source and lead magnet, as stated in the lead magnet section, will have unique nurturing requirements.
- To assist a lead in the contemplation step of the sales funnel make a well-informed purchase choice, you may provide them with manuals, webcasts, and videos. So when they arrive, you immediately feed them certain kinds of stuff before they become cold.
- Sort leads by the number of times they’ve been contacted. Sort your leads by how often they’ve interacted with your company. Although some site visitors may only stop by once, others may return several times to explore the site’s many offerings. As a result, various data will be collected from users dependent on how many times they interact with the website. Let’s say two people hear about your free ebook and decide to check it out. Both leads did not immediately come back to view additional content, but the second lead did. Although these two leads came in at the same time, they need separate tracking due to their differing levels of website engagement.
Lead Management- Essential Components
Unfortunately, not all potential customers who express curiosity will end up making a purchase right away. Research shows that about 5%-10% of quality leads really result in a sale for marketers. That’s why it’s crucial to carefully vet your prospective customers. Unfortunately, only a small percentage of companies really qualify their leads.
Although only around a quarter of sales leads are qualified, over two-thirds of businesses in the business-to-business market do not take lead qualification into account when selecting where to focus their sales effort, according to a survey. But if you have a solid strategy in place for qualifying your leads, you can avoid this issue altogether.
Wait, “what is lead qualification?” you could ask.
The goal of lead qualifying is to determine whether or not a potential customer has the means and interest to make a purchase of your goods or services. As soon as a potential customer fills out your lead form, the qualification process has begun. The sales and marketing staff then determine whether the prospect is a good match for your ideal customer profile.
It’s called a potential if there’s a good match between the lead and the business. The sales staff then takes over, calling the potential customer at their business phone number to discuss the customer’s wants and whether or not they are ready to buy. The call’s conclusion will indicate whether or not the lead is a good match and warrants additional follow-up.
Qualification of leads is crucial.
The importance of lead qualifying may be summed up in a few sentences: a. it helps to increase sales efficiency.
b. It prevents wasting time and resources on false leads.
c. It aids in the development of a more targeted advertisement for interested buyers.
In a nutshell, it increases earnings.
After realizing the significance of lead qualifying in lead management, the next step is to educate yourself on the process.
Learn the ins and outs of lead qualification
Different leads have different advantages. Some may be simple to qualify, while others may be more complicated owing to a lack of data. This is why having a system in place to assist validate your leads is essential.
Here are four models that may be used to sort potential customers.
1. BANT
Budget, Authority, Needs, and Timeline all get shortened to BANT. It considers the customer’s purchasing power, budget, product requirements, and readiness to buy. If your company sells high-priced goods or services, you will find the BANT lead qualifying method to be invaluable.
This implies that some potential buyers may be priced out.
2. CHAMP
Challenges, Accountability, Money, and Prioritization all make up the CHAMP acronym. Evaluating a product or service’s viability in terms of resolving a prospect’s problems. If your leads are confused about what you’re selling, this strategy will help. Here, understanding the prospect’s pain points is crucial for determining whether your product is a suitable match. Because of this, the sales staff will be able to swiftly eliminate prospects who don’t have a pressing need for your goods.
3. The MEDDIC
Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain Point Identification, and Champion all make up the letters of the acronym MEDDIC. There is a lot of labor involved in collecting this data from leads. Thus, companies selling expensive goods, like software companies, may benefit from this approach.
Teams might spend a significant amount of time gathering data for lead qualification. Businesses selling directly to consumers, such as online marketplaces, may not find it useful because of the poor margins inherent in the model and the sheer amount of leads they generate.
4. ANUM
Authority, Necessity, Urgency, and Money, or ANUM for short. It’s quite similar to the BANT, however it follows a somewhat different structure. When qualifying leads, the ANUM method puts the buyer’s decision-making power ahead of the buyer themselves.
If your company sells to other firms, but they don’t have a set way of making a purchase, then ANUM is the way to go. Such organizations must figure out who makes the ultimate purchasing decisions and why.
5. FAINT
Funds, Authority, Interest, Need, and Timeline, or FAINT, are the five components of a successful project.
While this approach is comparable to the BANT system, it places more emphasis on the lead’s budget and power to make a purchase. As a bonus, it piques the prospects’ curiosity and fulfills their demands. The sales staff may use this information to better gauge the prospect’s level of interest in purchasing.
Any of the aforementioned methods might be used to properly qualify leads and make a call about whether or not to continue pursuing a potential customer farther down the sales funnel.
The following characteristics are common among qualified leads:
- Make sure you’re asking the right questions to determine their requirements.
- Say they want and need what you’re selling
- Make sure you are aware of the benefits your product or service offers.
- Determine whether they have the financial means to purchase your offering.
- Demonstrate the likelihood of an imminent purchase decision.
- Have a semblance with your prior customers
Understanding the need of lead generation for your business would make world of a difference. Read it here.
Lead Nurturing
Marketo found that 96 percent of website visitors are not in the market to make a purchase. Lead nurturing, however, may help you convince them to make a purchase despite this fact.
Sending targeted material to leads and consumers at various points in the sales funnel is known as “lead nurturing.”
Lead nurturing is crucial because:
- Companies who succeed at lead nurturing produce 50% more sales leads at 33% reduced cost per lead.
- Providing customers at different stages of the purchase process with material tailored to them increases conversions by 72%.
- Consumers are better able to make well-informed purchases from businesses that keep in regular contact with their potential customers.
- The sales cycle is 23% shorter for nurtured leads.
One of the most effective methods of turning leads into paying clients is lead nurturing. This is why a whopping 74% of businesses state that turning prospects into paying customers is their top objective.
Now, you need lead nurturing tactics if you want to turn your prospects into buyers. Here are a few examples.
Most Effective Methods for Nurturing Leads
To begin, divide your email list into distinct groups
Putting leads in a single group and bombarding them with the same message is a classic marketing faux pas. Sending subscribers generic emails serves no use. Consider the consequences of using the same welcome email for a current client as you would for a new subscription.
There is no logic behind it. Instead, you should send relevant emails to your subscribers based on where they are in the buying process. Email segmentation refers to dividing up your inbox in this way.
Increase your click-through rates, opens, and sales using email segmentation. MailChimp reports that email marketing campaigns that target specific audiences get click-through rates that are 100.95% higher than those that don’t, and that these campaigns may generate revenue growth of up to 760%.
Lists of contacts may be broken down in a number of ways, including but not limited to:
Information about:
a. where they are in the sales funnel
b. what they’ve downloaded from your site
c. what they’ve seen on your site d. who hasn’t opened any of your emails
Your email list’s most active members (e.g., those who actively engage with you through reply)
What follows is an example of subscription segmentation based on page views. A shopper browsed an item on Fab, proceeded to the checkout page, and then abandoned their cart. Fab followed up with a second email to remind the user to finish the purchasing process they had started.
The message in the visitor’s email is unique to them.
Automation tools for email marketing
In automated email marketing, emails are sent to prospects and consumers in response to predetermined events. According to research, the open and click rates for automated communications are 70.5% and 152%, respectively, greater than those for traditional marketing. It’s an excellent tool for automating communication with prospective customers and guiding them through the buying process.
Filling out a form, clicking an action button, seeing a certain page, etc. are all examples of triggers for automated mailings. When a user completes a predetermined action on a website, they are joined to an automated pipeline and begin receiving emails tailored to their activity.
Connect the dots between the automated emails and other conversion routes, such social media marketing, to maximize their impact (Facebook Lead Ads, LinkedIn Lead Gen Form Ads, and Google Ads Lead Form Extensions).
Here at Office24by7, we’ve got you covered with a variety of ad connectors, including Facebook Leads advertising, LinkedIn Lead Gen Forms ads, and Google Ads Lead Forms extensions.
This service allows you to link your preferred customer relationship management tool, such as HubSpot or ActiveCampaign, and your autoresponder, such as GetResponse, with your social media advertising platforms.
By doing so, you may start nurturing leads in your CRM or autoresponder right away, rather than waiting for them to go cold.
Use various methods of nurturing leads
Email marketing is by far the most widely used strategy for nurturing leads. Even so, email marketing is becoming less effective due to spam filters and outdated contact lists. A multi-channel nurturing system is necessary to circumvent this. You’ll be able to connect with and cultivate your audience in a number of new ways. The following are some of the channels:
a. Using dynamic website content, in which unique pieces of information are generated for each visitor. Use social media retargeting ads to bring them back to your site if, for example, they visit a certain page and then leave.
b. Robotic process automation for mobile advertising: According to Statista, mobile accounts for nearly half of the online traffic globally. This is why mobile devices should be part of your lead nurturing strategy. Send text messages and make phone calls to potential customers using your mobile smartphone.
c. Social media: Get through to your leads by providing relevant information on your social media networks and connect with prospects by like and commenting on their posts. If the necessity arises, you may also use Facebook Messenger to send timely messages.
4. Use lead scoring techniques. The term “lead scoring” refers to the method through which prospective customers are rated on a scale that indicates their potential worth to your company. Effective lead scoring may boost your income. Lead scoring is a feature available in many marketing automation systems.
Points may be awarded based on a lead’s activities, such as a successful conversion, engagement on social media, or website exploration. The score will indicate which leads need immediate attention from your sales team, which leads require more nurturing, and which leads can be safely discarded.
Distributing Leads
The term “lead distribution” refers to the practice of handing out leads to various sales teams. By doing so, you’ll be able to put potential customers in touch with the sales staff that best fits their needs. Distribution of leads may be automated or done by hand. Instead, it entails delivering leads generated via various channels (website, social media, events, emails, etc.) to the most qualified sales staff.
Sales teams benefit from lead distribution because it allows them to:
a. Make the first contact with prospects more quickly. Contacting a lead within the first five minutes increases the likelihood of a sale by 9 times.
Leads are of excellent quality since only qualifying leads are sent to the sales teams.
b.Allows for more precise targeting as the lead-handling sales team gains expertise.
c.It simplifies the process of identifying which leads are responsible for the highest ROI.
d. It shortens the time required to react
How to disseminate leads?
Strategies for distributing leads and how to implement them
1. Create leads and have them sent to you automatically.
To collect these leads when people join up for your email list, you’ll need an automated system. Most customer relationship management systems may be immediately linked to your marketing automation solutions. The tool you need is available here at Office24by7.
An email notification tool is what you get when you put the two words together. As leads come in from various channels, such as landing sites, you may have it notify your preferred customer relationship management (CRM) or autoresponder system so that you get email notifications.
2. Ensure that your leads are of high quality.
Now that your leads have been prequalified before distribution, you can weed out the ones that won’t help you reach your goals and focus on the ones that are the most likely to convert. As a result, the sales staff can be certain that only high-quality leads are sent their way.
3. Choose a strategy for lead distribution
Now that you have high-quality leads at hand, it is time to distribute them to the right sales reps. It’s important to think about the sales rep’s availability, knowledge, and experience before making a decision about who should handle the lead.
Test out several channels of lead distribution to find the most fruitful ones.
There are many lead distribution strategies, including-
a. Round Robbin process that automatically distributes fresh leads to all sales team members at once.
b. The “Cherry Pick” approach, which lets salespeople choose which leads they want to follow up on.
c. the sales team is notified of a new lead and the first person to respond wins the business.
Using a Lead Management System
Lead management software helps organizations gather, route, nurture, and convert leads to customers. Lead management technologies employ interactive forms and post-click landing pages to assist collect leads. After leads are collected, they are followed through the sales process through phone calls, emails, meetings, and live chats via the lead tracking software.
Identifying high-quality leads is made easier with the help of an integrated lead scoring tool. When the program has enough information to make an informed decision, it distributes the leads to the most qualified sales representatives.
Metrics like conversion and acquisition rates are just two examples of the kind of information provided by the lead management software’s analytics and reporting features, which you can use to keep an eye on your leads and plug any holes in your sales funnel.
Top 5 Lead Management Software-2022
Office24by7
Lead generation, lead scoring, and lead conversion are all made easier with Office24by7. It makes certain that prospects are followed up on and progressed through the different stages of the sales funnel in an orderly manner. It aids companies in gathering leads from landing pages and other lead sources by providing smart web forms.
So that you may prioritize sales leads for quicker conversions, it includes lead scoring criteria to assist sort and filter leads. This allows you to reward the lead sources that provide the highest quality leads with greater points.
Leads may be assigned to different sales representatives based on criteria such as location, product, and division using the predefined process rules.
If you use Office24by7, you can keep in touch with potential customers through whichever method they want. Leads may be nurtured over the phone, by email, on social media, and in person.
Using Office24by7, you can create and deliver tailored email campaigns to leads, allowing you to interact with prospects at any point in the sales process. This will allow you to provide them with the kind of helpful, targeted information that will hopefully turn them into paying clients.
Using Office24by7, you can find out which of your advertising efforts is yielding fruitful leads. You can track anything from the total number of leads to the percentage of leads converted to clients made by individual sales people and lead sources using Zoho’s built-in analytics tool.
The best thing about Office24by7 is that we offer integration with various tools that are present in the market along with different ad extensions and many more. Contact us to know more about our integration services.
Salesforce
The robust features of the Salesforce lead management system make it simple to monitor marketing return on investment, cultivate relationships with leads, and automate the sales process, among other things.
Increased conversion rates and a fuller pipeline of qualified leads result from this.
With Salesforce, you can manage your leads and their data with ease. This allows you to track the source of leads and follow up with them via email.
Leads can be given scores and directed to the appropriate departments with the help of an automated lead scoring and routing system. After that, you can distribute the leads to the salespeople who have the appropriate expertise to pursue them.
The Salesforce lead tracking software allows you to monitor your marketing efforts in real time across multiple platforms (e.g., social media, mobile, website, etc.).
See how your marketing efforts have affected revenue. You may use this information to make a calculated guess as to where your money will be most effectively spent in order to generate qualified leads with the highest likelihood of becoming paying customers.
Compatibility with third-party applications and Salesforce
Office24by7 offers compatibility with Salesforce, so you can connect your two platforms easily. Salesforce may be linked with a wide variety of other platforms, including but not limited to: Facebook Lead Ads, MailChimp, ActiveCampaign, Facebook Custom Audiences, HubSpot, and more.
You can swiftly nurture leads before they go cold by connecting Salesforce with your favorite CRM or Autoresponder via the use of these connectors.
Hubspot
Manage all of your leads in one convenient location with the aid of HubSpot’s lead management platform (i.e. on the dashboard). Sales data, business and contact details, and a log of all previous correspondence may all be found there.
Leads may be managed and followed up on from a single dashboard in HubSpot’s system.
Are you trying to find ways to customize your lead follow-up messages? On the prospect’s timeline, HubSpot displays information like as emails, call recordings, and sales notes. You may use this data to formulate a specific request for further communication.
Follow up with leads, make sales calls, send emails, assign tasks, etc., all inside the HubSpot CRM lead management tool. HubSpot’s marketing features allow for efficient lead distribution to the appropriate sales staff and the establishment of follow-up actions.
The dashboard in HubSpot CRM details the activities of sales representatives, including calls, emails, meetings, and more. From this data, you may assess the sales team’s efficiency and take steps to guarantee timely, suitable follow-up.
Integrations with third-party applications for the HubSpot customer relationship management system
Here at Office24by7, we provide a number of HubSpot CRM connections so that you may link the platform with your preferred marketing and outreach apps.
Freshsales
Finding and following up on high-quality leads is a breeze with the aid of Freshsales’s lead management software.
The data that Freshsales collects from a lead’s many angles creates a comprehensive picture of the person. All calls, emails, texts, meetings, and other interactions with your company are counted here.
You may sort your leads by how interested they are in doing business with you using the lead score function of your lead management system. With this information, you can prioritize your time and energy on the leads most likely to result in a closed deal.
You may save time searching for leads thanks to Freshsales’ auto-profile feature, which enriches leads’ leads, contacts, and account information. Photos, corporate info, and social media accounts are all included.
You may categorize your sales team according to their location, deal size, product line, expertise, and more with Freshsales’s lead management monitoring. In addition, you may have leads sent directly to the appropriate salesperson.
You and your team may work together on Freshsales projects, memos, and files. Leads and clients may be scheduled for meetings and demonstrations.
Integration of Freshsales and other programs
Facebook Lead Ads, Facebook Custom Audience, MailChimp, ActiveCampaign, and Hubspot are just some of the CRMs, tools, and autoresponders that Freshsales works seamlessly with.
Zoho CRM
More transactions may be closed in less time thanks to Zoho CRM’s lead management system, which helps firms collect leads, move them down the sales funnel, and ultimately close on more of them.
More qualified prospects may be generated, and their progress through the sales funnel tracked and scored in real time with Zoho CRM. You can avoid sales funnel bottlenecks and keep leads moving forward with the aid of lead management tracking software.
The lead qualifying feature in Zoho CRM helps your sales team zero in on the most promising prospects while ignoring those who aren’t quite ready to buy.
The deal management tools let you handle deals in the sales funnel. To that end, we provide transaction analytics, deal filters, and deal monitoring. This reveals the current stage of the lead’s progression through the sales funnel and the next best step to take.
Zoho CRM provides comprehensive reporting software for tracking the progress of a sales funnel, including features like sales forecasting, growth reporting, and predictive analytics. As an added bonus, you can track how well your salespeople are doing.
Zoho CRM Integrations
Office24by7 provides Zoho CRM connectors, including those with Facebook Lead Ads, MailChimp, ActiveCampaign, and HubSpot.
Strategies for Effective Lead Management
Lead management tactics should be in place at all times by any company serious about success. Understanding the source, scoring, nurturing, and closing of leads can help you increase revenue. Some approaches to lead management that might help your company are outlined below.
1. Make use of various forms of content for generating leads
In order to begin managing leads, the first step is to generate new leads. E-books and white papers are the most common types of material used by internet firms for lead generation. Videos and other types of interactivity are quite rare.
In order to stay ahead of the curve and stand out from the crowd, you’ll need to diversify the types of material you use to generate leads. The user experience may be improved by include video content. Enhance your website’s user experience by adding a variety of content types, including interactive elements, to keep visitors interested.
The Hear and Play Music Academy is an excellent illustration of this. As a lead magnet, they use videos of tutorials they made. Read on to find out more.
Integrate it with CRM
Contacting leads within minutes rather than hours or days increases the likelihood that they will become customers. In order to keep leads interested in your products or services and increase the likelihood that they will become paying customers, it is important to get in touch with them as soon as they opt in. Integration is one strategy for accomplishing this. Connect your Facebook Leads Ads, Google Lead Form Ads, and LinkedIn Lead Gen Forms with Office24by7 today!
With the help of Office24by7, you can connect your preferred CRM with these services, allowing for instantaneous lead distribution. It’s simple and quick to do. This will allow you to get in touch with your leads promptly, before they lose interest in your products or services.
Here is an example of a business that successfully integrated Office24by7 with Facebook Leads Ads:
Indianapolis-based pool company Kayak Pools Midwest used Office24by7 to connect their Facebook Lead Ads campaigns with their customer relationship management system.
The campaign brought in an additional $3.1m in sales and resulted in a +36% ROAS and 7,820 new leads.
Organize your business’s contact information
Did you realize that every year, 30% of the information stored in your CRM becomes invalid? This might happen for a variety of reasons, such as when one of your contacts moves, changes jobs, or gets a new phone number. Because of this, you should organize your contact list. The failure of your marketing campaigns may be attributable to out-of-date contact information in your database.
The information your customers provide is invaluable to your company, so it’s important to keep it fresh and relevant. It is important to eliminate duplicates, invalid email addresses, and unsubscribe requests from your database, as well as validate any new information.
Upsell and Crosssell
To automate the upselling and cross-selling of products through email, use workflow automation.
Convincing a customer to purchase a more expensive product from you is called up-selling. Introducing complementary items to a consumer is a proven method of boosting the lifetime value of a deal. A research indicated that product suggestions may generate between 10 – 30% revenue. Using upsell and cross-sell can help you raise your business substantially.
Use automated processes to upsell and cross-sell your current clients by presenting them offers comparable to the ones they bought. Also, identify your contacts depending on the product they have purchased from you and utilize automation to propose other items that are complements to the thing they bought.
Asana is a company that excels in this area. After a user has completed many steps in the workflow automation, they will get an email with tips on how to improve their efficiency going forward using the paid version of the program.
Conclusion
Managing your leads is crucial if you want to expand your lead pool, improve lead quality, and increase the percentage of leads that become paying customers. Acquiring leads, following up with them, qualifying them, nurturing them, and ultimately distributing them are the five stages of the lead management process.
If you want to build a lead management system that will help your business, you should follow these steps. Lead management tools like Salesforce, Office24by7, Freshsales, Hubspot CRM, and Zoho CRM saves you from having to do it manually.
In addition, using lead management tactics like periodic database cleansing, upselling and cross-selling consumers, and integrating with a third-party tool like Office24by7 will aid in achieving more fruitful outcomes.
