Free training: Converting contacts into customers

The best kept secret to successfully converting contacts into customers is simple: keep everything simple. The more complicated you make your processes and systems, the greater the chance that you or your team won’t use them. When that happens, opportunities get missed and sales are lost.

Here are my 5 (and a bit) steps for converting Contacts into Customers, quickly and simply.

Converting Your Contacts

Now that you have a list of Hot Prospects, this is where the simplicity of the CRM really comes into its own. The ability to instantly bring up a Contact’s information and get an overview of everything that has been happening around them, from your personal notes through to where they’ve visited your website from a social media article, is priceless. Using this intelligence, you can engage with them around the subjects that they’re already interested in.

You can do this in a few ways:

• Pick up the phone – I always advocate this because people buy from people. Whatever you do, don’t tell them that you’ve been tracking them across your website, as they’ll run for the hills! Instead, have a natural customer service conversation around the topics you know they’re interested in and you’re much more likely to get a positive response.

• Add the Contact to a sales pipeline – The Contact may not be ready to be contacted yet, but you can see that they’re in the buying cycle. Add them to the appropriate stage you’ve mapped out in popcorn’s drag and drop pipelines, helping you see exactly who is at each stage of your sales process at a glance.

• Export the data – By being able to export specific lists with all the Contact information in one click, you can quickly and easily share targeted lists with your sales team or external companies for more targeted activities.

• Create a fully editable Landing Page that mirrors your website in a matter of seconds. These landing pages can include personalisation from your CRM, are fully editable and hidden from Google searches. This means you can confidently add client-specific information without it being visible to everyone.

• Add or update tags – If you want to easily identify a group of Contacts, you can quickly add or remove tags from your list for re-targeting.

• Add or remove Contacts from specific Campaigns – This ensures they receive regular and appropriate Email Marketing communications that can drive further tracked activity.

• Send a targeted Email to the group – As with a Campaign, but using the template Email tool, you can send a quick, targeted message in just a few clicks.

• Send a specific Email to an individual Contact – For more personal or transactional messages, you can send an email directly to an individual Contact. All Emails are fully tracked and recorded in popcorn, with replies sent back to your inbox.