Identifying and nurturing leads for future sales used to be a long and complicated process involving a lot of employee hours. However, with the rise of artificial intelligence (AI), automation and other advanced tools, sales teams can now focus on more strategic tasks instead of spending time on repetitive processes.
Ideally, the first few steps a company takes in lead cultivation and nurturing should be done by systems — not people. Once a prospective customer talks to a salesperson about their expectations, at least part of the work should already be done for them.
Automated lead nurturing involves collecting data from the customer and their use of the site or platform so that the provider can deliver better-targeted products and services to meet their needs. An automated system also helps you to filter out low-quality leads that aren’t likely to make it to the next stage of the funnel.
Use a Scoring System for Leads
Customers interact with a site and its content in different ways. Their activities show where they are in the sales funnel, or the products and services they are interested in. Assigning a score to the customer during lead cultivation can reveal several pieces of information, including:
- Steps toward making a purchasing decision
- Products and services to offer
- Specific concerns they may have
One can tailor their next contact based on their score for a more efficient and effective experience.
Automate Follow-Ups
 When people provide an email address or other contact information through a subscription form, the provider should give them a clear picture of what happens next. Automating follow-ups can minimize confusion and ensure that customers are ready to take the process to the next level.
With a 24-hour answering service for businesses, customers can choose the right time for a follow-up call, even if it’s just moments after they submited. They will be more likely to respond when they know it’s coming, and businesses can avoid letting good leads run cold.
Leverage Call Data
Modern call evaluation systems allow us to gain useful data from all forms of contact, including phone calls. Customers sharing their pain points can be used to help the sales team find the right solutions for them, for example. Call analytics provide a clear assessment of the customer’s needs, goals and state of mind from the emotions expressed during the communication. With this data, businesses can customize their sales processes and increase the likelihood of conversions.
If you’re tired of inefficient lead nurturing systems that require you to guess at your customers’ needs or make decisions on the fly, automation may solve a lot of your problems. By considering various tools to manage your lead strategy, you can get better leads that are more likely to convert to sales and happy customers.
