For almost every business, every lead that is sourced by the marketing team has the chance to convert into a customer. Keeping that customer loyal not only boosts customer satisfaction, but also provides a constant source of revenue and boosts the chances of obtaining more leads, and the cycle continues.
The reason why this conversion rate is not placed at 100% is that, like almost all business processes, it is also plagued by a number of obstacles. In the modern digital age, where information can easily be lost or forgotten, the primary barrier to a successful customer conversion is lead follow-up.
Although follow-ups may seem like a pretty simple and clear task, more and more companies are failing to perform it, either by choice or by chance. Furthermore, business representatives who do manage to follow up with the lead or customer are either not effectively trained or are not appropriately equipped to effect a conversion, and might even result in setting the wrong business image.
To counter this issue, organizations must hope to best practices and a broad business sector and client study to perceive which client ought to require what number of subsequent meet-ups – it ought to nor be less to the point that the lead is in the long run lost, nor if it be sufficiently unreasonable to bring about the lead or client to end up overpowered and cut ties with the business.
1.Make first-contact with your customers and prepare your sales team
Time is of the essence, and this is especially true and important when applied to a sales team. As soon as a lead is generated in the system, or a lead or prospect’s status is improved to a hot lead, a sales representative should attempt to engage with them and encourage trust in them by providing complete transparency while offering the products and services.
A CRM software service is extremely valuable in collecting and organizing the information on every lead or prospect, and auto-assigning them to an idle sales representatives. This not only ensures that every sales personnel is busy catering to a potential customer, but provides valuable insight into the time it takes for a particular sales representative to secure a deal, so that the sales manager can train them and shorten the sales cycle.
2.Use distinct channels to communicate
Determination is the key for a business delegate to effectively change over a lead into a client. Be that as it may, reliably associating with a lead through a solitary method of correspondence can make them disappointed and unbiased in the item and the organization.
To circumvent this, it is important to identify the number of channels that the company can reach the lead, and seamlessly deliver the message across each channel. For example, a lead could be initially contacted through a telephonic exchange, and later offered more information through e-mails or social media platforms.
3.Schedule your communications
Once you’ve decided who is responsible for converting the lead into a customer, and how they’re going to do it, it’s important to look at the ‘when’ aspect of the process. Waiting too long between follow-ups will make the lead lose interest, while timing them very close to each other will make them less likely to want to interact with you.
A CRM software service provides automation tools that can be used to effectively understand the lead’s behavior from their available data, and schedule calls, e-mails, social media platform engagements at the most appropriate time. This not only increases the chances of a successful conversion, but also helps you understand general lead behavior in a much better way.
By using a carefully planned follow-up strategy and integrating it with a well-established CRM software service, companies can improve lead-to-customer conversion rates, increase sales, boost revenues, and increase the number of referrals.
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