For any growing business sales pipeline management is crucial and this starts from getting customer enquiries to then closing sales deals faster. Having an organised sales funnel not only makes sales prospecting for more effective, it also makes it much more efficient as your more likely to be working on leads that are likely to convert as apposed to wasting time on ‘tyre kickers’.
If you think your business could increase its business growth then these are our four ways thats sales automation can help manage your sales pipeline better.
Use an automated message to welcome new sign ups to your pipeline
When someone signs up to one of your email lists you need to welcome them no matter how they joined, be that through a social link or downloading a sales PDF either way stats show that new sign ups are most engaged within the first 48 hours of signing up, so communicating to them in that window is more likely to get the kind of results you’re looking for.
We hear from many business as to how time consuming this is rising people up, so this should be the first thing you automate. When people sign up send them a personalised welcome email that reaches out on a positive note with your contact details and what they can expect from contacting your business.
Now identify the best or hot leads
Any business leader will tell you that now all leads have the same value, some for want of a better word are just ‘tyre kickers’ whereas some will be your leaders of tomorrow. So the question is how do you work out the best ones that are more likely to buy from you.
Well you can work out the best by using something called contact scoring within the automation process that does this for you and also notifies you when a prospect is at the top of that list.
Send the right emails to the right prospects
So you’ve done the handwork, automating the welcome and identifying the best leads so then make sure that you communicate with these prospects often with content relevant to them. If you do this you will not only convert them quicker but also keep them for longer because they will feel attached to your business and your brand.
Use triggered campaigns so you can to react to a prospects actions
Creating triggered emails based on a prospect’s behaviour and actions are extremely powerful and valuable because they are inherently relevant and timely. Imagine that you receive an email inviting you to two events, one is for beginners and one is for advanced users. You are fairly new to the service so you click on the link for the beginner’s level event to see what it will entail. An hour later you receive a second email with much more detailed information on the beginner’s event you were interested in and a limited time offer for a discount off the event ticket if you book now. Would you book the event there and then? Chances are you will and this is precisely where the power of triggered campaigns lie, it is in the timely and relevant content that the prospects receives at a precise moment following a particular action.
The facts are that triggered emails are more likely to get a better response and therefore deliver better results and therefore help grow your sales pipeline.
So there you have our top four tips to help grow your sales pipeline, if you need help to grow your business or to find out how we can make automation work for you, get in touch with our business team through the website and download our brochure here.