How CRM Systems Help You Convert More Prospects

Without a CRM system, new leads fall through the net, your customer service is less efficient and your teams struggle to collaborate with ease. However, by utilising a CRM system effectively, businesses see countless benefits in all departments. From a sales perspective, businesses are able to keep hitting two birds with one stone; keeping present customers happy and engaged with their services at the same time as acquiring more customers. So how exactly do CRM systems help you convert more prospects?

Lead Generation

Using your CRM system, you’re able to create a webform within a matter of minutes that can be placed on your site and filled out by your website visitors. Your CRM system will automatically import this information into your list of contacts for you to engage with them and bring them over the line to become a customer. This brings us onto the next point.

Automatic Lead Nurturing

Once you have the contact information for these prospective customers, what do you do with it? CRM systems help you convert more prospects through automated lead nurturing. All you have to do is create valuable content to send to your prospects to educate them on your offering and gently persuade them to make a purchase. Simply build your email campaign using this content and let the system do the rest. Your CRM allows you to set the dates and times for each email to go out or to be automatically triggered by particular actions such as if a recipient clicks a link in your email. The possibilities are endless when it comes to automation but here are a few ideas to get you started.

List Segmentation

CRM systems help you convert more prospects using segmented lists. If you don’t segment your contact list, you won’t be targeting the right people with your email campaigns. Your CRM system allows you to segment your list so you can send more targeted information, therefore increasing your chances of conversion. For example, you could segment your list based on location if what you offer is location-specific or you could segment it based on purchase history. The way you choose to segment your list will be dependent on your product or service but is a vital step in converting more prospects into customers.

Lead Scoring

You already have a database who are interested in and engaged with your brand. Through lead scoring functionality, your CRM system can show you which of your prospects is most engaged with your marketing and therefore likely to make a purchase. This means that whilst your colder prospects are being nurtured automatically by the system, your sales team can focus on your warmer leads. This is another way CRM systems help you convert more prospects.

Learn More About Your Prospects & Customers

Learning about your prospects and customers is key to sales success. So how can your CRM teach you more about your contacts? Firstly, you can collect any pieces of information you like using a ‘custom fields’ in webforms- your prospect’s birthday for example or what industry they are in or where they are based. Secondly, you can send out surveys to elicit information or feedback from your prospects and customers. Thirdly, you can learn which of your products they are most interested in thanks to detailed email reporting. These reports tell you what emails your prospects have opened and what links they have clicked.

With this information, you can segment your list and market to them more effectively, therefore increasing your conversion rates.

Cross-Sell & Up-Sell

Using a CRM system, you have a database of customers that have already purchased from you. Therefore, when you release a new product or service that they might be interested in, you can retarget them with an offer. Statistics show that “the probability of selling to an existing customer is 60-70%. The probability of selling to a new prospect is 5-20%.” In other words, you have a much higher chance of cross-selling or up-selling to an existing customer than you do a new prospect.

So, there’s just a few ways CRM systems help you convert more prospects. CRM is one of the most important tools for a business. If you haven’t yet implemented a system in your business, it’s time to consider it. The good news is that here at InTouch, we offer every functionality we have discussed in this blog post! Click here to take a trial of the system and see for yourself how it can increase your conversion rates.