Prospect Nurturing and CRM, the formula that will help you increase your sales
Learn how your sales team can serve more prospects at the same time with a Prospect Nurturing strategy through a CRM.
Within your sales process you will find 10% of people who are ready or open to the possibility of buying from you and regularly the sellers we focus on them. But what about the other 90%? They are neglected, which results in lost future sales. Would you like to attend them in the same time, with minimal effort? If your answer is yes, this interests you.
Establish a Prospect Nurturing Strategy
This is a strategy that systematizes the follow-up, will allow you to be in direct and personalized contact for long periods of time with the prospects that you cannot attend and thus achieve a significant increase in your sales.
Prospect Nurturing focuses on giving valuable information to qualified prospects who are not ready to buy and the key to being successful is that the content must succeed in keeping your prospects engaged and interested.
5 Keys to a Successful Implementation
Companies that design an automatic follow-up strategy through a CRM (Customer Relationship Management) or a sales system manage to generate 50% more results with a lower cost. I share five points that will help you get the most out of your Prospect Nurturing (Lead Nurturing) strategy:
1. Be persistent. Brian Tracy says that a new sale is generated on average on the fifth call or contact and the average salesperson does not go beyond the second. You can make a difference, it is a reality that today we have to deal with highly busy managers, the following statistic is shocking:
In 2007 on average it took 3.68 cold call attempts to locate a prospect. Today it takes 8 attempts (Source: TeleNet and Ovation Sales Group).
It is vitally important that through a sales or CRM system you can be present throughout the purchase cycle and not give up on your follow-ups and calls.
2. Delivers value. It is essential that the information you share with your prospects is of quality and of great interest to them, otherwise you will end up in the spam tray; you want your prospect to say, "tell me more."
3. Position yourself in the mind of your client. 50% of the people you meet on a date will forget about you in 3 days and 90% will not remember you after a week.
What can you do to make him remember you? Get in touch with him constantly, so when it comes time to look for a provider, you'll be the first one he remembers.
4. Establish a personal relationship. Position your name and build a long-term relationship. When writing your Prospect Nurturing pieces in your CRM, take into account speaking in a special way and always establishing a feeling of genuine interest.
5. Pick the right time. Consider the following points:
- It covers the average time of the purchase process of your client. Do not send emails to your daily prospect. Your communication must be personalized.
Prospect Nurturing strategies can be simple or very sophisticated, the key is to stay in the prospect's mind throughout the buying cycle, remember: "holy who is not seen, holy who is not worshiped."
