Most prospects looking at a product or service will take time evaluating their options. Studies have shown that it will take at least 4 contacts to bring on board a new client, and that in 50% of the cases, the sales process will pause completely before a prospect will ultimately decide to buy. It can be easy to have potential buyers slip through the cracks without a good plan in place for followup.
Set-up a 30 day nurture – when a potential buyer begins their search, that is when the need that prompted them to look is top of mind. Therefore it is critical that you stay in front of them in those first 30 days. Using the workflows in Microsoft CRM, you can set up automated e-mail to go out at designated intervals through the first 30 days – either using the email router or through a marketing automation tool like
Expand your team views to include support staff – all sales professionals will need the help of a product manager, consultant or support staff at some point in the sales process. Yet too often, those non-sales personnel are brought into an opportunity late. Using Microsoft CRM, you can share notes and information with those staff early on, so that they can see what requests may be coming down the road. They can also see what opportunities will have similar needs, helping them make suggestions proactively.
Send stalled opportunities to the right marketing list – half of all buyers will stop the sales process at some point. Using Microsoft CRM, you can set up lead scoring to make sure that these stalled opportunities go to the right marketing list for the nurture program that will fit them best.
To learn more about how Microsoft CRM can help your sales process, contact Intellitec Solutions at 866-504-4357
by Intellitec Solutions