Your website exists either to sell products and generate leads that can be converted later into paying customers. In the first case, only if you sell widgets cheap merchandise, it takes several interactions with potential customers before the sale. Therefore, a priority for the company almost in line is to collect, organize and convert the site to potential customers.
1. Gather clues
Most visitors to this site who are interested in the products or services are not ready to buy right away, but they have some questions you would like additional information (if it was not very difficult). Do not make them search - get your details right in front of them. Should be on every page of your site options are call to action and communication that are impossible to miss. Here are some examples:
- Ask a question by e-mail
- The telephone sales call
- Call back time
- To receive special offers
Price Contact for a quote -
- Download Product Brochure
- Submit an inquiry form
- Chat live with a sales representative
In subscribing to the newsletter -
When collecting son, and the principle of KISS. Do not ask for more information than is absolutely necessary. For example, if you only need to know the status of potential customers to stay, do not ask for the mailing address. If you do all your sales via e-mail, you do not need a phone number, or at least make it optional.
Make sure you have a clear and concise statement about how they use the information it collects. Make sure that your prospects will not be in contact with their own will not be shared with third parties and may stop receiving communications from you at any time.
2. Organize presentations and perspectives
Is useless if it causes that they are properly regulated. First, you must create systems and processes to capture all relevant information collected for lead through various means such as the Internet, one incoming phone calls, shows, etc.. Besides contact information, and each record must be present and potential customers. Products and services in the participation, attention and communication preferences, and other relevant data
Should lead management system will also be able to record all contacts with the lead, such as e-mails incoming and outgoing phone calls, voicemail, fax, and mailing. You must assign each lead to a vendor, and classified according to the level of interest and the size of opportunities, and sales pipeline system (more on that later). Sales representatives must also be able to enter notes and comments on the internal potential and set reminders for rebounds in the future.
And last but not least, the system should be centralized your example. Each person must submit to the sales process has the ability to instantly access and update the information without having to upload, download and synchronize data. This is extremely important, especially if you are geographically dispersed team members or remotely.
3. Convert led to opportunities for customers
This is where the shoe pinches. There are a number of steps and delete any sales process. The following is a typical example of the sales process. You can easily count the steps and definitions for your situation:
Lead - a contact who expressed their interest in your product or match the target profile of potential customers.
Possibility - bullets are still expressing interest in the product or service and after a bidirectional exchange of information.
Qualified prospect - a prospect and participated in a discussion with the sales rep and they need.
Confirmed the possibility - the possibility of which has qualified the information they need to make a decision and budget to go with it.
Committed possibility - the possibility of qualified reviewed your quote or proposal, and said he is ready to move forward with you - but not yet.
Customers - Ka-shing!
You can use your sales pipeline status report not only to regulate and monitor the effectiveness of your sales process Selling, general and individual, but the sales forecast as well. To estimate the monetary value of your database from any perspective, the average probability of closing sale of several at each stage of the pipeline by a number of possibilities currently allocated to this stage.
The establishment and management of the lead conversion process only through the appropriate customer relationship tools (CRM) and management. You will need the information system that captures the lead from your website and other channels, and integrates with e-mail and contact manager, calendar and sales force automation software.
Companies that have developed systems and processes to lead into a sale and are already reaping the benefits.
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