Business organizations have used various business methods for generating leads through the years. These approaches are part of customer relationship management (CRM). They help companies to have a healthy and profitable relationship with their existing and potential future customers. CRM software assists in simplifying the management aspect of the business. With the implementation of the right CRM, you will get improved results. It helps with sales, closing deals, tracking customer data, and improvises decision making, which assists sales and marketing teams to handle customer relationships better. CRM systems offer several significant functions at an affordable price. However, it also includes technology and strategies that contribute to effective lead generation.
CRM strategies for tracking your leads
1) CRM as a technology
Lead generation is a process of attracting new potential customers and converting them into your product buyers or consumers. Leads in broader terms refer to a person or business interested in your products and services. Firstly, you have to identify these leads, nurture them through marketing, and convert them into your customers through different sales strategies.
CRM software makes lead generation convenient by helping the marketing and sales team to collect the data of leads, track them, and nurture them with the correct strategies. Due to the limited capacity of the human mind, you may not find efficient data with the help of manual methods. Therefore, relying on a digital database enables you to store precise records accessible anywhere and anytime for analysis. Data is a crucial asset for companies, and making data-based decisions can help you stay ahead of your competitors and move forward.
2) AI-based CRM
Companies generate many leads from different manual and digital techniques. However, they need an effective way to track these leads and analyze the information collected. CRM system with artificial intelligence helps you analyze a massive amount of data faster than the traditional approaches. This intelligent system provides instant results on the most qualified leads and suitable marketing strategies based on the leads’ characteristics. With this advanced software, you can save your time instead of wasting it on wrong leads and direct your efforts towards promising leads. AI-based CRM systems also suggest better marketing strategies to convert the generated leads.
CRM offers predictive analysis, which uses your current and historical data to look for similar leads that may be interested in your products but has not interacted with you yet. The accurate predictions can help you focus on your marketing operations to reach the right audience for lead generation. In addition, it will increase your attraction and conversion rates.
Different ways to enhance lead generation with CRM
1) Automation in marketing
Businesses run various marketing campaigns, and their basic expectations from these campaigns are to generate leads and convert them into their customers. Automation in marketing can help you collect data on your campaigns at a single platform for more accessible analysis. Automation also eliminates manual and repetitive processes, which provides you and your marketing team some free time to focus on different strategies.
CRM software automates and streamlines marketing by integrating with other software to collect information on the campaign. This system also collects lead demographic data, creates market funnels automatically, and manages the lead qualification process. With the help of this accurate data, you can decide a leads’ readiness for further marketing. CRM tools also provide marketing ROI, which is crucial after a marketing campaign. For example, you can determine the total number of people converted into leads by a specific campaign. Moreover, you can also decide whether the number justifies the cost of the campaign. If your answer is yes, you can use this strategy to generate more leads in your upcoming campaigns. And if not, then you should check what failures you faced and how you can improve them or move on to a new strategy.
2) Social media integration
Social media platforms allow you to generate leads and later convert them into your clients. For example, it’s convenient to guide your potential customers to purchase your products by putting CTAs in captions/posts, etc. CRM tools easily integrate with various social media platforms and automate such processes.
Social CRM enhances lead generation by making it convenient for your company to interact and engage with potential consumers through various platforms. People are present on different social media platforms, and handling them on all these apps can be challenging for an organization. With the help of social CRM, you can bring all your leads to one platform where you can get actionable insights and have access to a multi-channel experience. You can check lead profiles on various platforms, including Facebook, Instagram, Twitter, LinkedIn, YouTube, etc. You can look at updates right on your dashboard and respond faster to enhance engagement and predict the needs of your leads to deliver personalized solutions.
3) E-Commerce integration
When you own an eCommerce business, integration between your eCommerce shop and CRM can help you with lead generation. For example, if a customer lands at your online shop and identifies a product of their preference, they will have to register with the site to complete a purchase or search further.
This integration makes it easier for you to get the visitor details by instantly moving them to your CRM to avoid the need for manual entries. The CRM also automatically records the visitor’s search history to provide insights into their interests. With the help of these insights, you can apply a suitable marketing strategy to convert the visitor into a customer. Moreover, you can identify various patterns among the leads to make a few modifications in your eCommerce store.
4) Lead data cleansing
Data also needs cleansing at some point. It is because the data quality can affect the quality of results. Precise lead information ensures that you streamline the lead conversion process and utilize your resources on the right leads. Having dirty data can mislead your marketing and sales strategies. These data may appear as incorrect addresses, incomplete names, wrong job titles, inaccurate purchases, and duplicate profiles.
However, lead details can also change because people change their interests, careers, or geographical locations. A data cleansing protocol is necessary because it can enable a routine audit of lead data. With the regular changes in data, you can assure that your marketing and sales teams work with the updated data for effective lead generation.
A CRM tool can allow you to identify, attract, track, nurture, and convert your leads into customers to enhance your profitability. But for that, the companies should ensure that they select the right CRM tool for their marketing and sales departments to perform lead generation conveniently.
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Author Bio :
Ishant is an SEO expert with a rich and long history of helping companies across industries to rank high on multiple search engines. His expertise in identifying the best platforms for promoting different marketing collaterals, writing high-converting social media ads, and running stellar online ad campaigns is unmatched. In addition, he’s often invited to international conferences to share his growth marketing tactics with professionals from across the world. Currently, he’s working with Sage Software Solutions, a leading ERP, CRM, and HRMS provider in India.