CRM for Lead Conversion: Pro-Tips
Generally, leads are referred to as contacts. These are the people who have shown some form of interest in your company’s products and services by filling out an inquiry form on your website or visiting your company’s social media sites repeatedly.
In the business world, leads are seen as incoming money and considered as an important element to generating major revenue into an organization. In simple terms, there would be no existence of a business without leads. But the main concern lies in how to acquire new leads and how to process newly acquired leads in order to convert them into sales-ready prospects.
Here are a few pro-tips on how to strategically utilize Customer Relationship Management (CRM) software for the lead conversion process:
Understand Leads Better
Understanding your leads better will help you to nurture leads further into the sales funnel. Generally, when a lead is contacted the business collects basic information such as name, contact number, and email address, which won’t really help to close the deal.
A CRM solution is considered to be the best tool to more easily understand your leads. Use CRM system to collect, store, and record crucial customer details such as the lead’s shopping interests, hobbies, past purchases, web browsing history, income status, social media accounts, digital body language analysis, the lead's profession, and the company name. All this data is important for the sales team to convert the lead into an opportunity and frame the sales pitch accordingly.
Enhance Lead Qualification
The majority of marketing and sales teams make a common mistake of moving unqualified leads to the top position of the sales funnel. Unqualified leads which are also known as ‘no purchase leads’ are of no use to the sales team. The CRM solution alleviates unqualified leads, automatically moving them into a junk folder and processes only qualified leads based on the configured lead scoring technique.
Lead scoring is calculated based on individual parameters such as completing an online inquiry form, repeated website visits, downloaded content, number of visits to the product or pricing pages, opened email & click rate, etc. Based on these scores, the marketing team qualifies a lead and sends them to the sales department.
Track and Monitor Workflow
While in the lead conversation stage, it becomes necessary to schedule a demo or place a discovery call and to update the collected data after the call or demo. Without CRM system, it's impossible to keep track of lead discovery calls, demos, number of tasks and events assigned, and so on.
A good CRM system helps businesses manage time effectively and allows you to have an automated structured workflow as well as timely & improved lead communication records. In addition, CRM helps to create tasks and events, set reminders, send event invitations, add calendar links to scheduled calls, update new data from a follow-up call, and more.
Every lead is important as it brings business. But one should understand how to nurture and process the lead flawlessly and CRM is the right solution to properly guide the lead during the lead conversion stage. Investing in the best CRM software solution is a vital decision for any business to close more deals successfully and generate maximum revenue for the organization.