With countless tools available to automate our ordinary business tasks, creating more sales and improving efficiency ought to be, in principle, moderately simple. Unfortunately, that is generally not the case.
Dimitri Akhrin, the president of several successful business ventures including IRIS CRM and CRM Dialer, has been at the forefront of SaaS CRM leadership, all while promoting the importance of customer satisfaction. With over two decades of expertise, Dimitri Akhrin has developed powerful solutions to eliminate the pain points and improve efficiency for independent sales organizations, or ISOs. One such pain point had been the lead management.
Below, we share the top 4 tips by Akhrin that are vital to make the most of your lead management system.
1. Track How Visitors Act On Your Site
Dimitri suggests taking a look at the moves individuals make on your site. Evaluate how long somebody spends on a page, where they click, and so on. By evaluating this sort of information, you can acquire insights; for example, heat maps of visitor behavior. You can better understand how leads go down sales funnels and identify the specific times they stepped back and do not end up converting. You can even pinpoint the specific second a lead quits looking on a sales page and fix your copy or design element to boost sales.
Keep in mind, it is very important to ensure that you are complying with data regulations, like the General Data Protection Regulation (GDPR), when tracking visitors on your site.
2. Score Your Leads Consistently
Modern CRMs have added many innovative features and cutting-edge tech in recent years. A few, including lead scoring, have been around for some time.
Lead scoring can assist you with separating leads who are prepared to pull out their credit cards, the individuals who will never become clients, and everyone in the middle. Lead scoring can likewise be completely automated, with scores increasing or decreasing based on the moves your site guests make.
When utilizing lead scoring, filter between great and terrible leads so you do not end up spending cash or energy on leads who won’t ever convert. Additionally, consider setting up automated scoring in your CRM, so various leads get customized content consistently on autopilot.
3. Offer an Incredible Client Experience
Regardless of whether somebody is already a customer or wants to become one, the quality of your customer support will have an immense effect on their opinion about you and how much cash they spend with you. A recent report by American Express revealed that 70% of customers in the U.S. will spend more cash at the shop with a business that gives extraordinary support. In almost every business situation, there’s proof of positive profit from developing high-quality customer support.
“Customer support also empowers your lead management as it guarantees you’re offering incredible unified communications at each touchpoint. It is also essential to train your customer support team on the best way to improve first-call resolution rates. To wrap things up, you can’t just depend on chatbots for customer support, as I’ve discovered they can do more damage than anything else,” says Dimitri Akhrin.
4. Give an Assortment Of Quality Content To Prospects
With lead scoring, you are probably attempting to reach a wide variety of customers, and they’re all at various stages in the sales cycle. Keeping in touch with one blog post or e-book and hoping to stand out enough to be noticed by each potential client will be only an exercise in futility. More than anything, the customers of today crave personalization. For a few, personalization may be the key deciding factor.
For each sort of client and each phase of their sales cycle, you need to make and share a distinct piece of content. The contrast between an incredible and a mediocre content marketing initiative isn’t the volume of content you produce; it’s the quality and personalization behind it. Developing content that helps potential clients solve their problems and speaks to their direct needs is a very effective way of improving your lead management.
