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What happens in your company when you receive a lead or when a salesperson hangs up the phone?
Is there a solution to ensure the next contact takes place on time or as agreed?
If not, your company can quickly slip from a prospect’s mind, leaving the scene open for a competitor.
Companies that successfully address this challenge can increase sales by between 5 per cent and 35 per cent over time.
They do so by adopting a ‘contact nurturing’ mind-set.
That is to say, they manage their ‘leads’ like ‘contacts’.
Developing a nurturing process
Thanks to the increased power and sophistication of CRM solution, it is possible to show you an example of what the future of lead generation looks like.
This example is called a nurturing process and it involves multiple sources and multiple touch-points over time.
It means, for example, integrating a telesales initiative with a campaign landing-page on your website, with an email newsletter, or with anything else you may have in your marketing armory.
If one method fails to reach or inspire a potential customer, the next method may succeed. We call this a nurturing process and it is key to effective lead generation.
Consider this question:
Could you sell more if you had more high quality sales leads?
If the answer is ‘yes’, you should apply the latest thinking behind effective lead generation.
In part one of our top tips for effective selling, we explain why you need to start nurturing leads as if they were ‘contacts’.
Do you know what your nurturing process is?
Typically, it is the ideal process of nurturing leads and inquiries to the point of a sale.
Using the above diagram as a guide, why not take a blank page and sketch this process out?
This process is an example of how sales and marketing can work together to successfully nurture a prospect to the point of sales readiness
The role of a sales system
If you have a good CRM solution, putting a nurturing process in place can be relatively easy, and you can automate much of the contact activity within.
With a system to support your nurturing process you will be able to track the degree of engagement and the effectiveness of the different activities involved.
However, without a CRM solution, you will continue spending money on leads, rather than investing in nurturing contacts that generate future sales.
Join us and learn how to to skyrocket your profits today
Sales are the lifeblood of pretty much every company around the world.
In order to grow and succeed you need to focus your efforts on closing sales and increasing profits.
Sales are the lifeblood of pretty much every company around the world. In order to grow and succeed you need to focus your efforts on closing sales and increasing profits.
In next week's webinar, David Beard will provide you with sales insights and techniques that you can use in your business today.