Step 4 - Engage
The best kept secret to successfully converting contacts into customers is this – keep everything simple. The more complicated you make the processes and systems, the greater the chance that either you or your team will not use it, and when that happens, you miss opportunities and lose sales.
Here are my 5 (and a bit) steps for converting Contacts into Customers, quickly and simply.
Engaging with Your Contacts
Now that you have segmented your Contacts and picked off the really Hot prospects, it’s time to start nurturing the others through your sales pipeline.
There a couple ways our Users do this, the most popular is to either manually progress or create work-flow automation based upon their engagement, to progress your Contacts to the next stage of your sales process. Either way, it is always really easy to drag and drop the Contact along and see all their details in a single click. Or you can use the segmented Contacts to send targeted Emails that will support you, by driving more engagement and enquiries.
When you are at this stage of the sales cycle, it is often best to pick up the phone, as typically this will only be a handful of Contacts, but they will be well qualified and know all about you. When it comes to starting this conversation, base it around the intelligence that popcorn has generated (not ‘I’ve be watching what you’ve been doing on the internet’, as this will send them running), just ask related questions and you will usually have a meaningful conversation, where you can qualify them in or out.
Typically once our Users have been doing this for a while, they will find that they are either generating too many or not enough Hot prospects. This is where you can adjust the scoring, to refine what is flagged as a Hot, Warm or Cool Prospect, which will then all be automatically added into your New Prospects sales pipeline.
Sales Pipelines are a really simple and visual way of managing your sales process, and due to the flexibility of the drag and drop, they can easily evolve with your sales process as you refine it.
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