Your sales process establishes a strategy for converting leads into paying clients. With the appropriate system in place, you can keep prospects organized, ensure you’re reaching out at the right time, and build solid customer relationships that will last for years.
Sales automation allows you to spend more time doing what you do best, which is selling. You might want to think about automating your sales process in a few different ways. To get you started, here are some of our favourite techniques to automate your sales process.
Email is the favoured means of communication for practically every salesman. Unfortunately, when you’re dealing with hundreds of interactions, having a solid email sales campaign up and running becomes difficult.
It’s difficult to stay organised––and there’s little room for error––when you’re manually tracking when to send a follow-up or check in with a lead. If you accidentally contact the wrong person, send the wrong message, or fail to follow up at all, you risk losing a transaction.
Automation, such as that provided by a CRM, can be used to automate follow-up conversations and initial outreach. It also allows you to establish specific sequence rules, such as when the sequence should terminate, modify, or continue according to how the lead responds to your messages.
Creating a contact list
When it comes to closing transactions quickly, it all comes down to having an excellent lead list. Unfortunately, searching the internet for individuals or businesses who could be interested in your offer takes time.
If you automate your lead list creation process, your sales staff will have a high-quality, targeted list of prospects to contact.
You simply enter job title, industry, and location into an automatic lead list generator, and you’ll be presented with folks that match those criteria. You may pull data from databases and social media channels using solutions like LinkedIn Sales Navigator.
Prioritization of Leads
A big number of leads could come from a variety of sources. Some of these leads may be looking for a one-time encounter, while others may want to start a business relationship with you. While it may seem clear that spending a lot of time with the first group of leads is a waste of time, your sales team may not be aware of this. Naturally, AI-based lead scoring systems are available to help your salespeople prioritise leads.
Before you start building your lead scoring model, think about the metrics that are relevant to your industry. The majority of businesses evaluate leads based on specific criteria such as job title, industry, and company size. In other cases, businesses desire additional information about how a customer uses a product so that they can make judgments based on implicit signals like website activity, page visits, and collateral downloads.
Don’t be afraid to schedule meetings
One of the most time-consuming chores is attempting to schedule a meeting. You propose a time, the prospect answers with their own, and it’s been a week before anything is scheduled.
While you’re seeking to set up a meeting, a prospect’s interest in what you’re offering may wane, or they may connect with a competitor while you’re attempting to set up a meeting. A scheduling tool reduces the time-consuming communication that goes into setting up a meeting or a phone call. Instead, give a link to your calendar or a list of available time slots. After that, leads and prospects can schedule an appointment at a time that is convenient for them.
Adding Value to Leads
Knowing a lead’s name and job description is unlikely to be enough to accomplish a high-quality transaction. You’ll need as much information as possible about the lead, their company, and their industry to make a genuine connection that leads to a signed contract.
Finding the information takes time, just like everything else on this list. You might easily lose track of time researching leads and businesses. Lead enrichment solutions use online data sources to pull information about your leads and the companies they work for, giving you a complete and accurate image of the person you’re trying to engage.
When automating a sales process, it’s critical to monitor how well the technology is performing. It’s unavoidable that you’ll make mistakes, and letting careless errors like sending the wrong follow-up message or using the wrong lead name to go unnoticed could harm your relationship with a potential customer.
Continue to include more automation tools into your process, and you’ll be able to come up with new and imaginative ways to assist you and your sales team in the areas where it’s most needed.