“The day they automate my top salesman to take my top client out for an expensive bottle of wine is the day I will look at sales automation software.”
He has a point! Before it struck me, I thought anymore eavesdropping would be rude.
Some B2C business have streamlined and automated their sales cycle where a product transaction occurs without a pushy salesman giving you the final nudge over the finish line. This is a joy for those businesses, however, most businesses require your sales team to integrate with sales automation software.
Here are some tips and products to help your sales team integrate with technology.
Knowing the difference between a contact and a lead can save your sales team a huge amount of time. When asked to complete forms and feedback on websites, many people leave their gmail or hotmail addresses because they know it will lead to becoming bombarded with e-marketing campaigns and filling up their email and junk mail boxes.
This is not a sales lead!
This is a contact. It would be a waste of your time and money for your sales team to wine and dine a contact. Instead, convert the contact into a sales lead.
*Note: Facebook “likes” are excluded from contacts and leads.
Contacts into Leads.
There is no set definition on the difference between a contact and a lead. I prefer to work by the rule that if you have a full name, email address, and contact number of a potential client, you are ready to start seeing your contact as a sales lead.
Now we can place our client and offer them the support, product knowledge and information required for them to make a purchase.
How to convert your contacts into a lead.
Don’t put pricing on your website: If your USP is not price and your product is B2C, it may be a disadvantage to put your pricing on your website. I know to some individuals this may sound crazy, but should your product quality be your strength, then putting your price on the website will enable your contact to immediately shop for competing products below this price point. Not putting your product pricing on your website will prompt your contact to inquire via email or phone. In which case, it’s your sales team’s move to convert your contact into a sales lead and then into a sales contact.
Offer a downloadable brochure:
Offer a brief overview of your product on your website with a downloadable brochure for further information. Have the customer insert their email address to receive the downloadable link. This way, you can interact with a sales lead that already requires information which is over-and-above the brief overview of the product on your website.
Offer
Immediate feedback:
Many companies find a real time chat window on their website can encourage a customer to begin integrating with the brand immediately. Websites such a sweet-process.com and jivochat.com offer these services very professionally.
How to achieve this with Tubular.
Since Tubular allows the sales team to customize their sales stages, you can not only use Tubular to track the whole sales process, but should you want, you can also use it to track your conversions from contacts to leads, letting your sales team take over once your contact becomes a lead.
Below is an example of the how we use Tubular to track the process and turn more contacts into leads.
Start converting leads quicker and sign you to Tubular for Free here
