According to a report marketing, and sales teams neglect 55% of leads.
Businesses can’t afford to lose over half of their leads, because if the leads are not converted, they probably can’t sustain their operations.
Leads are vital for the growth of the business. Any business owner needs to know how to generate the leads, convert those leads and move them down the funnel and increase the ROI ultimately.
Generally, it is said that most prospects will not convert into customers if they’re not provided with extra nurturing and assistance in moving through the sales funnel.
To achieve this, you can follow the below tips to start converting leads into sales.
1. You cannot make the leads wait
When you see leads pouring in, you cannot keep making those leads wait. After an hour or a couple of hours, their interest might decline. Continuous waiting might force the leads to discover an alternative. You can’t enter the leads manually into your system.
All you must do is, invest in a CRM system and integrate the CRM with your website. Your CRM system will effectively track the leads and input the lead information into the system for you to manage and nurture those leads effectively.
2. Distinguish between qualified and unqualified leads
You need to do lead scoring to analyze what stage of the funnel your lead is currently in. And you need to know which content will be right for them to convert. Tailoring the right content for the leads according to their placement in the sales funnel will help them qualify down the funnel and finally convert them into a customer.
3. Respond to the qualified leads with an effective CRM system
After identifying the qualified leads, you need to make sure that you respond to the qualified leads based on priority. You can’t miss out on those leads because they will find a rival and switch more easily.
You need to continuously follow up on the leads. If you have an automated CRM, it will send autogenerated responses to the leads, which will help you save time and effort.
4. Continuous follow-up calls and texts
There are a lot of times when the leads don’t answer on the first attempt. It doesn’t always mean that it is because of a lack of interest, but sometimes it might be because they are too busy to answer.
Hence you need to continuously have some follow-up emails, make calls, and send capturing messages. It is to be noted that you need to follow up at least 6 times to receive a proper response from the leads.
5. Use different methods of communication
When you respond to leads, it is always good to communicate through different methods. Different leads will have different preferences, some would like to receive calls, while some others would prefer to get emails.
Hence you need to communicate with your leads in almost every way possible. And what is equally important is that you should curate the right kind of content through the right modes of communication to tap these leads.
6. Organize the data with a CRM solution
While you categorize the leads, select the right mode of communication, and follow up with those leads, you will probably miss out on information. All the information you gather needs to be stored and organized in your CRM system.
The comprehensive CRM system will help store, manage, and monitor the information about the leads, and will provide you with deeper insights that will help you in converting the leads into sales.
7. A highly Intuitive CRM for timely interactions
You need to keep on interacting with the leads. You will develop a relationship and trust over time. You need an Intuitive CRM solution to maintain timely interactions with the leads.
You can send scheduled emails to the qualified leads at regular intervals. A CRM will analyze the open rates, the click rate and monitor the web behavior of the leads. This will give us further insight into which leads are likely to be converted.
8. CRM provides mobility
CRM handles a lot of things even if you are inside or outside the office. CRM lets you manage all the information on the go. You need not wait for the weekend to end or miss a trip. CRM offers you full-time access across the system and you can follow up on leads from anywhere and anytime.
9. Structured workflow
With CRM in place, you can have a structured workflow that is happening inside the business. There is nothing to be missed with a CRM solution. You can nurture the leads by creating email campaigns, setting up your calendar to schedule tasks, giving a demo to a lead who is interested, adding additional data while you are on a call with the lead, managing events, and setting up alerts. – Everything with your CRM system.
When the marketing and sales team integrates with the CRM solution, they can gain a deeper understanding of the leads which will be helpful in converting those leads into sales. You can automate your workflow and see how your funnel progresses day by day. With a CRM system, you can identify the lead, qualify the lead, nurture the lead, and convert the leads into sales.