Crm Software For Lead Nurturing And Marketing Automation

Crm Software For Lead Nurturing And Marketing Automation
CRM software today is rapidly becoming a key business application to be used across quite a few organisational functions. Traditionally, CRM has been a contact management tool, but is now being used to help maintain customer service at the highest levels and most importantly lead nurturing and marketing automation. The question is how can you build and nurture your prospects, develop them and pass your lead to your sales team with confidence that they have a high chance of success?

Lead nurturing is a process of maintaining constant contact with prospects that have been identified as interested in your products or services, but may not yet be ready to purchase. Depending whether it is a consumer or business the purchase decision may take some time. On average for a consumer purchase the time spend researching is around 3 months, while a large ticket purchase in a business environment could be many more months or years.

With the drive to maximise the effectiveness of sales and marketing resources, the role of sales is to spend time talking to people who are ready to buy. The role of marketing however is to maintain contact, nurture opportunities until the prospect is in a buying cycle. Statistics have shown that around 70% of prospects are longer term opportunities. Passing these to your sales team immediately can be a waste of sales resources.

Additionally, most leads – up to 90% are never followed up by sales. Perhaps this is because they are not ready to make a decision and your sales team loses interest. This then provides enormous scope for marketing to nurture prospects through constant contact. This contact does not have to be face to face, but can be through telemarketing, email campaigns, seminars, webinars or even RSS feeds on your website.

There are two key areas that you must have to successfully nurture prospects. Firstly, you must have a database of segmented contacts and secondly a constant stream of educational content to send to them. Most companies have a contact database that has been built over time. It may comprise of current customers and prospects that have been gathered from sales calls, references, trade shows or seminars.

Considering that a significant amount of initial research is conducted on the Internet then your website becomes a major funnel for engaging new contacts. Having someone provide contact details to you is an art itself. However, if you have the right content such as whitepapers, articles, E-Books, webinars or even product demonstrations you stand a chance at grabbing that new contact.

With the right content, you can automate your series of communications that are automatically sent to your database, as if each contact was an individual and each has their own email schedule based on when they have subscribed to your marketing message. For example, a prospect that signed up 3 months ago may have already had 3 or more communications, while one that signs up today may get the first of the same communications immediately and then are scheduled for the others.

You therefore have two processes automated. Firstly capturing prospects into your database and secondly the series of communications with them over time.

Marketing therefore becomes a lead developer as opposed to just a lead generator. The next step is to qualify a suspect or prospect into a lead and pass onto sales. Some qualification attributes might be:

– Has budget allocated
– Has a problem that you can solve
– Has a direct role in the purchasing decision
– Has a defined timeframe to purchase.

In this way, you maximize the effectiveness of your sales team, allowing them to deal with people who are in the buying cycle. Marketing therefore is able to generate and capture contacts, qualify or score them at a point in time and nurture them so that they become real leads.

CRM solutions such as Microsoft CRM software or Goldmine CRM whether you have an in-house or web based CRM software then becomes integral to the success of lead nurturing and marketing automation as you develop a communication workflow according to your prospects profile. As you record all your contact points with a prospect, you can then build credibility in their eyes, but also a strong profile of interest so that your qualification process can define when the time is right to get sales involved.

Geoff Cooper is a business management consultant and helps clients grow their business sustainably. He has a keen interest in CRM software – particularly Microsoft CRM Software, Goldmine CRM and web based CRM software solutions.

Lead Generation through Social Media

Lead Generation through Social Media

Change is the only constant factor. As obsolete ways of conducting business gets buried under layers of new, emerging technology, it’s time to think differently as well. When you are embracing new technology, you have to make sure you are mentally attuned to the needs of the technology. Some similar disconnect is being witnessed by lead generation teams using social media marketing. Social media is a relatively new platform. It has its own set of rules, format and ways of functioning. When outbound call center agents use social media to make a promotion, they have to focus on some aspects before they hit the fourth gear.

Social media is different from other forms of media. Here people come to hang out and pass time without feeling a burden. The amateur lead generation team pushes across links to friends and followers randomly added on social media networks like Facebook, MySpace and Twitter. They hope that the persons they are sending the link to will click on it and they will be directed to the product/service webpage that they are selling. This is entirely wishful thinking. BPO agents who have done so have realized that things don’t work that way. No random add of significant number can be directed as healthy, productive traffic without a proper plan in place. And that plan is all about understanding the metrics of social media networks.

The first that lead generation executive have to understand is that pushing marketing links on social media is like calling people when they are partying or clubbing. They hate it. There is no dearth of spammers online and you are counted as one. To prevent that tag, your outbound call center agent has to take things easy. Get acquainted with them. Interact with them. Don’t let new additions to your page rot away in oblivion. They are your potential leads, treat them well. Find out about their lives, talk about yours. Just talking about your business products and services will bore them out. In other words, going on an overdrive to sell things will backfire and kill the lead.

Another mistake that lead generation teams make is look for instant results. If you are following the rules of social media marketing, you have to give it time to flourish. Only if you have an offline brand presence can your social media page take off instantly. In other cases, BPO firms have to bide their time. There will be no tangible results if your outbound call center team is just warming up to potential leads. Getting impatient at this stage will push the agent to hurry things. That will undo all the good work done. Admitted that this method is not very cost-effective and the money you spent to get leads may not look favorable in the ledgers. If instant profit is your business motto, better try telemarketing.

Social media creates a brand online. If done the right way, your lead generation team need not touch base with the potential leads on a daily basis. There is every chance to make your online marketing go viral. You may find your business being promoted not by the outbound call center agents you have hired, but by satisfied customers and fans of your social media page. Patience is the key to this wonder-world. Take it or leave it.

We have some amazing lead generation services in our armory. Plus, there are a number of other BPO services too!

Lead Generation- Seo And Sem Tips

Lead Generation- Seo And Sem Tips
At this present time, the trend across the board is changing your traditional media to evolving interactive media. Search engine optimization (SEO) is one of the recognizable trends today. Is your business firm presently doing everything it can to use effective search engine optimization campaign? If you are still unsure, these are five ways your business company can do to appropriately implement search engine optimization marketing campaign into your long-term marketing techniques.

You should create a game plan…

The biggest reason why a lot of lead generation marketing strategies of a particular business firm fail is due to lack of proper planning. All of the plans are usually the strategic ideas get implemented into action quickly without the right foresight to know if that particular idea is substantial or not. You should cautiously plan out a lead generation approach from the starting point up to end and you should try to come up with the probable problems that may arise. Now before you begin any actions, you actually need to visibly define your b2b lead generation objectives. What do you want SEO people to do for your business the most? Is it to generate leads? Is it to increase your online presence? Is it to create sales?

You should evaluate your resources truthfully…

Before you start with your search engine optimization marketing battler, you really need to be truthful in evaluating your business. If it is has the capability to perform the task. A lot of times, firms are willing sign up for the whole package but only to find that search engine optimization (SEO) is an ongoing and demanding course. You should ask yourself if you have those qualified personnel to handle the job correctly or if you will need an outsourcing company for the project. This usually requires content developers (writers), web programmers, good researchers and technical support personnel to handle code and server problems.

After your website is correctly optimized, it is going to take an ongoing team to promote your business site (link builders), you should keep it updated with fresh content and build a quality network through link building. Is your marketing knowledgeable with all important attributes of SEO? Once you have determined all of this that you have the necessary personnel and you have a good strategic plan, you now need to figure it all out if you have the budget to fully accomplish this task. Do you have the long term budget to do search engine optimization marketing campaign properly? If yes, god and meet with your goals.

Michael Francis is a business leads generation expert and owns Globalmatrixleads.com- a lead generation firm that has years of experience in the business and generates thousands of prospects monthly- click here SALES LEADS. Global Matrix Leads offers quality services in low prices- click here LEADS. Dominate your market now! click here LEAD GENERATION.