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.

Nurturing Your Contacts

Your marketing should always have several strings to it, whether that’s social media, telemarketing or direct mail, but at its core should be Email Marketing. The reason is quite simple: the intelligence it gives you can tie all your marketing activity together, especially when it’s combined with the information in your CRM and your website traffic. Not only can you see what your Contacts are genuinely interested in, but when combined with lead scoring, popcorn can automatically identify buying behaviours and Hot prospects for you.

For example, if you email a Contact and then run a direct mail campaign which leads that Contact through to your website two weeks later, you would know about it. You can then set automated responses so you know when and how to follow up, or use popcorn’s segmentation tools to identify specific Contacts and export the list.

Now for the really interesting part. When you spot this type of behaviour, your Contacts are usually in one of two places.

Firstly, they are probably in the research phase of the buying cycle, looking around at various products or services so they can gather enough knowledge to have an informed conversation with a salesperson. Typically, 70% of the buying decision is made during this phase, making it an important opportunity to influence the buyer.

Secondly, they could be in the buying phase, where they are starting to reach out to sales.

popcorn’s Email Marketing tools allow you to nurture your Contacts and automatically identify prospects as they engage with your emails, website and wider marketing activity.