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Internet and Businesses

How to Get the Most Out of Your Online Sales Leads

Only 8% of salespeople are responsible for 80% of all sales. This isn’t to say that some sales professionals are simply better wired to bring in the bacon; rather, it indicates that most sales teams are failing to execute since we now live in a new hyperconnected, fast-paced, and digital-first society(ecommerce platforms).

Businesses can communicate with their customers through a variety of channels in today’s connected environment. Many people confuse a broad sweep as an effective lead generation technique when they unleash the floodgates. Unfortunately, the majority of them are incorrect, and navigating the digital market demands a strategy. According to Implisit, the typical B2B lead to closed contract conversion rate is less than 1% and takes more than 100 days. This means that the vast majority of leads require a significant amount of time to nurture but ultimately fail.

The silver side is that all of these failed initiatives provide us with a plethora of information, clearly demonstrating what not to do. Lead conversion is a science; cold calling will no longer suffice. So, how can you master lead conversion and leverage technology as a tool to cut through the clutter and increase your lead-to-sale conversion rate(ecommerce platforms)?

Recognize the importance of the online business lead.

Don’t fool by it: while there are a number of fantastic ways to reach your clients online — email marketing, ad retargeting, and a variety of social media platforms — your competitors are aware of them as well. As a result, the average consumer is constantly assaulted with data. According to one estimate, each person receives 5,000 advertisements per day!

People used to watch those two-minute commercial breaks on television. It almost sounds unpleasant to think about slogging through those adverts now. The fast forward button on my remote control is the one that has seen the most use. We are all surrounded by so many distractions that keeping someone’s attention and eliciting some type of enthusiasm might be difficult. It’s critical to adapt your content and keep in mind what a lead is.

Moreover..

A Facebook Like, or a heart, or a wow, or a laugh, is not a lead. A new Twitter follower or an email newsletter subscriber does not imply that someone intends to buy your service. It just indicates you’ve made contact with someone and may have piqued their interest. This is still vital, but these folks aren’t looking for additional information about your product, and a cold sale attempt may leave a sour taste in their mouth(ecommerce platforms).

A genuine sales lead comes from a prospective consumer who provides accurate contact information (name, phone, email, etc.) indicating that they are interested in your product and want to hear or learn more about it. By studying your customer’s online behaviour, you can use “big data” generated by the software I explain below to figure out what they want. This allows you to personalise and fine-tune your approach over the phone, via email, or via text message.

Your best friend is technology.

From the days of the automatic reminder, we’ve gone a long way. Today, you can utilise emails, SMS, and even targeted advertising as part of your follow-up, and you can use behavioural data to provide your clients a “choose your own adventure” experience. Every subsequent stage of the customer journey should be a tactical step chosen specifically for that person and determined by all of the data they’ve already provided(ecommerce platforms).

Every potential customer is different, and these tools can help you find the needles in the haystack, rather than sending out a one-size-fits-all email blast that will end up in the spam bin.

Moreover..

Businesses can use tracking tools like Woopra, Mixpanel, and Intercom to see who is visiting their website and which pages they are viewing the most. Airbnb was able to determine where their users submitting first-time listings were dropping off using Mixpanel, resulting in a five-fold increase in conversion rate by making modifications based on more than their intuition or instincts.

Who has opened your emails, who has clicked on them, and who has visited your website? This is crucial information, and you should use it to direct your follow-up activities. You can customise your follow-up if someone has showed interest in a specific area of your website. If they spent time reading your testimonials page, for example, these tools can send them personalised email notifications or push notifications with more testimonials.

42 percent of marketers don’t segment their email campaigns, but with technologies that make it simple to customise emails, why wouldn’t you? Use this information to personalise your approach, grab your customer’s attention, and then take action.

The sales call goes off without a hitch.

Technology can help you convert new and old leads into meetings quickly, but having the appropriate salespeople is even more crucial. It’s critical to have a strong closer who follows up with a genuine lead and makes a hyper-personalized, well-scripted call at the proper time.

According to a Harvard Business Review research, only 37% of businesses reply to online leads within an hour. According to another survey, 47% of leads never receive a response. This helps to explain why so many leads end up in the water and die.

Source: ecommerce platforms , online selling platform

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