CRM Soft or Customer Relationship Management Software System, is an integral part of getting leads, retaining customers and ultimately generating sales. It is the aspect of your website that you need to consider.
Your website functions to help you sell products. It’s not necessarily the direct process of selling, because that is generally a prolonged process. The priority function of websites is to covert leads to sales. And you need CRM Soft to do that.
Establishing and maintaining the lead conversion process involves many steps. As mentioned, you need a proper customer relationship management software. You need to be able to capture lead information from your website and other channels, and integrate that information with a good contact manager, calendar and sales force automation software.
The lead conversion process also involves building relationships through an effective pipeline. Companies who can do this, with CRM software, are the companies who best enjoy success and rewards.
CRM Soft to Capture Customers
To capture customers with CRM Soft, you have to start out by gathering leads. People who show interest in your products and services may be intrigued, but it doesn’t mean they’re ready to buy. They can just be website visitors. And they may have a lot of questions.
But the important thing is that your website visitors are ready to be convinced. So don’t make them search for the answers. Make it as easy as possible for them to get the answers, and to receive additional information. Put your contact information where they can easily see them.
And make sure you add a call to action in each page of your website. Things like “Send a question via email” or “Contact our sales phone number/Chat live with a sales representative” or “Sign up for special offers” can jumpstart your interaction.
In all of these lead gathering processes, keep in mind the KISS principle. Keep it short and simple. Don’t ask for more information than necessary, and don’t overwhelm them. There’s a difference between asking them their full mailing address, and their state of residence.
The next step in capturing customers using CRM Soft is organizing your leads and prospects. The truth of it is that leads are useless unless they are properly managed.
What you need to do is establish a system and process for recording different information. Collecting from different channels, create a database that records your leads’ contact information, date and source, products and services of interest, and contact preferences. You should also record the history of all communications with a lead, like incoming and outgoing calls, faxes and emails.
This record will help you in tracking progress. In fact, the next thing you should do with it is assigning each lead to a sales representative. You can then record internal notes and comments about the prospect, and set up reminders for future follow-ups.
And by using it, you can also categorize the leads by level of interest, size of opportunity and sales pipeline status.
The beauty of using CRM Soft is that it’s centralized. Every sales professional you have on board is involved. You can quickly access and update each other, without the need to upload, download and synchronize. For teams which are geographically dispersed or telecommuting, CRM Soft is the perfect tool to effectively gather and manage leads.
Converting Leads Into Customers
To make your leads count, you have to generate sales. You have to convert your leads to prospects to customers. Using CRM Soft, you can successfully adopt the distinct steps in any sales process.
Start out by defining each step and stakeholder in a sales pipeline status report. Here they are outlined for you:
- Lead – This means that he or she has expressed interest, and at the same time fits the target profile of a potential customer.
- Prospect – This is when the lead continues to express interest, in a two-way information exchange.
- Qualified prospect – This prospect has participated in a discussion with sales representative, confirming their need.
- Confirmed prospect – They are now equipped with budget and the information they need to make a decision.
- Committed prospect – This prospect has already reviewed your price quote/proposal, and has indicated that they are ready to move forward.
- Customer – Goal! You’ve reached the final step.
By measuring your progress with CRM Soft in a sales pipeline status report, you can organize and monitor the overall effectiveness of your entire sales process and each individual sales representative. It can help you there, as well as help you in forecasting sales.
With your CRM Soft, you can estimate the dollar value of your entire prospect base. Just multiply the average probability of closing the sale at every stage of the pipeline (outlined above) by the number of prospects at that stage.
You’ve got all the information and tools you need. With CRM Soft, get your sales going up and up and up.