Analyze information from our clients our experiences show us that small businesses face two basic challenges.
1. One of basic challenges is the pipeline visibility.
What kind of symptom are there?
- You’re woking in Excel sheets or databases and managing clients data here,
- You’re losing in this caos,
- You don’t know whom & what you have to do next,
- You don’t know which channel provides leads,
- You are not able to follow your leads & customers,
- You are not able to filter them based on different parameters,
- You are not able to track sales effectiveness.
In order to have more visible pipeline it is important to achieve most of the following goals:
- Every leads should be tracked & followed independently when they buy. You should create todos at every leads & customers in order to avoid missed tasks.
- Leads should be tracked in order to encourage them to buy.
- Automated todos should be appeared for responsible at given checkpoints in order for our colleagues to know the next todo.
- Marketing channels should be tracked.
- Effectiveness of Marketing channel should be tracked.
- Identify the best clients.
- Know why you are losing leads.
- Know which of our products is the best.
2. Other basic challenge is (coming from pipeline visibility problem) that leads are not being nurtured anyway or in the right way so you are losing them.
What can we do to stop it? See it step-by-step:
- Qualify new leads wheter they are ideal or not. Identify your ideal leads, possible ideal and who won’t buy anything.
- Examine when the lead will buy. Based on that you can differentiate Hot, Warm and Cold leads.
- Based on the before-mentioned aspects you can focus on your ideal clients. You can contact them immediately because they are very close to buy.
- For remind your colleagues to contact warm or cold leads you can create todos for letar on.
- Warm leads should be nurtured by automated campaigns to lead them to buying. It’s important that if a lead is warm don’t try to sale right know. Handle them not so close and send them relevant automated newsletters, tipps. When the lead is ready to buy you can contact them to encourage to buy.
If the before-mentioned challenges and goals are set into a system as well as the administration is easier & faster the effectiveness of sales will be much bigger. Because of measurement of each colleagues you can pay them based on real achievement.