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Ask any B2B marketer about his/her most challenging yet intimidating tasks and the answer would be most probably nurturing leads. Yes, marketers specially the B2B ones are accountable to drive new prospects/leads and nurture them all throughout the customer journey also known as customer lifecycle management eventually leading to a successful sale.
So what do you mean when one says lead nurturing? It is the key to developing relationships with your leads throughout the entire sales pipeline or sales cycle. Long story short, lead nurturing is all about handholding your leads right from the day or time when they began showing interests in your product/service till they become paying customers.
If we go by stats, nurtured leads are more likely to generate repeated and good business compared to non-nurtured leads. So how do you successful nurture your leads? This question takes us to customer relationship management solution also known as CRM software, which is specifically designed for managing your entire sales pipeline or sales cycle.
Often, the sales cycle tends to get extended due to the presence of several approval mechanisms leading to poor nurturing leads and pipeline management.
This is where a CRM solution can help nurture leads in the most efficient manner and shorten your sales cycle.
CRM helps you build relationships digitally:
Nurturing lead is a delicate art. You need to be patient and watchful for cues from your prospects to ascertain as when you should reach out. A salesperson cannot afford to sit idle and drain time when it comes to nurturing leads in the sales pipeline. Before reaching out, make sure to use the automation functionality of your CRM system to schedule client meeting. CRM system serves as a bridge between you and your prospects/leads and customers. So let customers know that you pay sufficient amount of attention to them. Use your CRM software to build valuable relationships with your customers. This helps to convert leads into opportunities.
CRM system is a boon when it comes to qualifying prospects. If you use a CRM application on a regular basis to monitor your sales activities as well as to review your interactions with prospects, you will know how powerful this tool is to score leads, assign values to certain website clicks and track social media interactions. CRM data and insights can help you predict as which lead will eventually convert and is ready to buy your offerings.
Read also: How smart companies use CRM data to predict customer orders?
Helps build trust:
When customers move from sales cycle, they will be interested in a variety of information from you. This information may include case studies, testimonials, brochures, e-books etc. Here, you can use your CRM system effectively to send out all the marketing collaterals to your customers. CRM helps you connect the dots bridging all the touchpoints that a customer has with your brand or business.
Sales and marketing departments together can create content that can address questions raised by prospects assisting in converting leads to customers. CRM software can help you decide which content is most useful for a particular customer or audience segment based on their previous interactions with the brand or via their social media footprints. CRM helps you trail mails, whereas auto responses will keep customers engaged. Insights derived from a good CRM system will help you device effective content marketing piece, which attracts your audience and prospects.
To know how a CRM software can solve the most irritating problem about lead nurturing for your business, contact us here or SMS SAGE to 56767 or write to us at email@example.com for a free consultation.