When you’ve got tons of leads zooming by your head, it’s important to stay organized so you can maximize your conversion rate. These super simple tips will help you be efficient in following leads down the pipeline and boost sales as well!
- Define Activities & Campaigns at Each Stage
Your lead’s needs change as she moves into your pipeline from opportunity to prospect, to customer, and hopefully, repeat customer. Make sure you’re delivering content and marketing campaigns at every stage of the pipeline to match her ever-changing requirements.
When she first enters the pipeline, you can ply her with informative emails to help her make the decision to purchase from you. Once she’s become a customer, move her to a different email list based on her purchase and behavior details. She’ll need more sophisticated communication at this stage to build on the relationship you’ve established.
- Track Prospect Value
When you know how much a given opportunity is worth, you can allot the appropriate resources to nurturing the lead or existing customer. For example, if you have a customer who made a small one-time purchase, you might not need to spend as much time nurturing that relationship as one who signed up for $60,000 worth of services for the year.
Tracking sales opportunity value allows you to prioritize your efforts and decide where your time spent will have the most impact.
- Make it a Team Effort
You may not be the only person on your sales and marketing team who needs to touch a lead in the pipeline. CRM is great for teams in that you can assign a task to a team member, make sure it’s done before the deadline, and track conversations around a given sales effort.
With project management integrated into your CRM, you can see, at a glance, the status of any project (and you can definitely consider a sales opportunity as a project).
- Use Reports to Your Advantage
With all the rich data you can get about closed sales, funnel analysis, and even why customers say no, Insightly reports are among some of the best tools you can use to tweak future sales strategies.
Reports help you identify patterns. If you notice a trend of people are saying no due to price, you can try a campaign with a discounted offer to see if you can boost sales conversions. If people are unsubscribing from your newsletter, you can assess why it isn’t providing the value you want.
Knowing what works (and what doesn’t) arms you to be smarter in your sales tactics in the future.
Each of these tactics is incredibly simple to implement with Insightly, and can show huge results within a short period of time.
At Insightly, we offer a CRM used by small and mid-sized businesses from a huge variety of verticals. Learn about all of Insightly’s features and plans on our pricing page or sign up for a free trial.
