If you are a sales representative you know that sales can be a tough and frustrating profession. At times, you are nothing more than a pin on the map to the sales manager, a quota to the company, and an item called “cost of sales” to the finance department. You call prospects every day, send out mailers and e-mails, and network on social sites to get new leads only to discover that as many as 50% of them are not ready to buy. Sounds a bit depressing, doesn’t it? But that’s sales. Experienced sales people have learned to focus their energy on the qualified leads who are ready to buy and are taking advantage of next generation CRM software to nurture those prospects who are not.
One CRM product that does this very well is Commence CRM. Commence offers a lead qualification feature that allows you to categorize leads based on specific criteria such as hot (highly qualified), warm (not purchasing for 3-5 months), or cold (no specific time frame for purchase.) The system automatically color codes the leads so that you can immediately determine which category they belong to.
The drip marketing feature allows you to automate how you want to nurture the leads. Here is an example. Warm leads will receive a direct mail or e-mail every 30 days highlighting your products, a case study in that industry, an invitation to a conference, or a call to action. The program is set up and completely automated with future time frames for each action to be taken and triggered after the number of days has elapsed. Cold leads for example may only get contacted every quarter after the initial introduction.
The objective here is to enable the CRM system to nurture these warm and cold leads while the sales team is laser focused on the most promising new opportunities. It’s an easy, efficient and effective tool that can be used by a marketing professional or the sales representatives themselves. With Commence CRM, every lead is looked at as a potential opportunity throughout the year. Just because they are not ready to purchase today doesn’t mean they will not purchase tomorrow. Keep your product, your service, and your company in front of them to strengthen your brand, ensuring they contact you when they are ready to buy. Commence CRM can make this happen for your business. To learn more, see commence.com.