Reasons Why Your Lead Management Strategy Is Not Working (With Solutions)
You have a CRM Singapore Software that you have purchased, but how are you going to use it? Are you going to use it to store your customer’s data? Are you going to use them in your lead management? No matter what your purpose is for purchasing a marketing automation software from Singapore is, you have to use it to its full potential.
One of the ways you can use your marketing automation software is to guide your lead or prospective customer through the sales pipeline by sending them emails. Now, what would you do if your leads aren’t moving down your sales pipeline? Most importantly, why aren’t they moving down your pipeline?
3 Reasons Why Your Leads are Stuck on Your Sales Pipeline
Not Delivering Your Email to the Right Person
Have you ever tried contacting a person and no matter how many times you call that person, they don’t pick up your call, and then finding out later that you got the number wrong. Sometimes this happens to your lead. However, in this case, the fault is on their end. They gave you the email that they’re not using that often which is why it takes them such a long time to move down your sales pipeline.
Another reason is that the person on your pipeline is not the decision-maker of the company which is why no matter how much you encourage the person to buy the tool that you’re selling, the person doesn’t budge. You have to make sure that the person in your sales pipeline is the decision maker or at least someone who knows the decision maker, enough to make them buy what you’re offering.
The Solution You Offer Has Problems
If most of your leads are stuck on your sales pipeline for an unknown reason, reviewing your entire sales pipeline would be a wise choice. Sometimes, we get too accustomed to the solution we offer and completely forgetting about the people who have no idea how your solution works.
Another reason for this is that your solution may be too expensive for your lead. Remember, no matter how good your solution is, and how well you have established the trust of your customer to your brand is, if they can’t afford the solution you’re offering, then they won’t buy it. You have to make sure that you can check what’s causing the problem and how you can solve it and everything else will follow.
Pitching Too Early
You may have gotten too excited to make sales that you pitched too early. Most of your prospective customers are not ready to make purchases yet especially if they’re still at the earlier stages of your pipeline. People that are on the first few stages in your pipeline needs to be nurtured and educated about the solution that you offer. You can only call them ready for sales if they’re on the later stages of your pipeline.
3 Lead Management Strategies To Guide Your Leads Down Your Pipeline
Find Out What Your Leads Want
Lead management is all about knowing what your prospective customers want and then guiding them throughout their journey. Think of what you want your potential customer to know and what they want to know. Make sure to create mini goals for each of the email you send.
Some Marketing Automation Software namely Infusionsoft by Keap, allows you to freely create email campaign so you can thoroughly guide your customer’s journey down your sales pipeline easily.
In addition to that, you have to make sure that the contents for each of the email you send are relevant to the recipient. If your customer signed up for your Vegetarian Recipes, don’t send them the recipe for a beefsteak. Relevant contents gain engagements and click-throughs.
Communicate With Them
Your leads are people, and people want to talk to other people. You have to make sure that you are talking to your customers as if you have known them for a long time. Talk with them as if they’re your friend, and if you do, you’ll gain both their trust, and even give you more information so you can further give them contents that the contents that are relevant to them.
Communication with your customers also gives you an opportunity for sales pitching. However, before you do it, make sure your customers are ready to hear it. As mentioned earlier, promoting your solution to your customer too early will not help your leads do move down your pipeline any faster.
You have to make sure that you understand your lead. You know what they want, what they don’t want, and what are their goals for signing up for your campaign. Talk to them with a goal of understanding them more. If you know who your targets are, you’ll know how to make them buy the solution you offered.
Create A Sense of Urgency
Your prospective customers may place your offer at the bottom of their priorities because they can easily view your offer for later. Creating a sense of urgency on your solutions will make your prospective customers purchase it as soon as possible.
Here are some examples for creating a sense of urgency:
- Offer a timed sale (Ex. Expires in the next 36 hours)
- Offer a discount (Ex. Discount lasts until the next 24 hours)
You can even put the time limit on your subject line to catch the attention of your recipient. However, you have to make sure that you’re giving your prospective customers what you promised. Or else their trust for your business will vanish right away and may even think that you’re a scam.
Creating a sense of urgency is very effective if you put it at the end of your pipeline where you’re going to be pitching the solution that you offer.
The key to creating a fluid flow on your sales pipeline is to monitor your leads. If some of them are stuck in a particular part of your pipeline, try to investigate. Find out the root of the problem and provide a solution. Most importantly, never forget to connect with your leads. Communication with your lead your key to keeping these leads moving.