Converting Contacts into Customers
Step 3 - Segment
The best kept secret to successfully converting contacts into customers is this - keep everything simple. The more complicated you make the processes and systems, the greater the chance that either you or your team will not use it, and when that happens, you miss opportunities and lose sales.
Here are my 5 (and a bit) steps for converting Contacts into Customers, quickly and simply.
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Segmenting your Data
Okay, this is where the magic really starts to happen (a little cheesy I know, but it’s true), because this is where popcorn brings all this intelligence from your CRM, Email Marketing and Website tracking together. And allows you to identify the golden nuggets that are Customers who are in the research and buying cycles.
popcorn automatically identifies them as Hot, Warm or Cool prospects, based upon their engagement levels, but it also then allows you to quickly segment your Contacts. Targeting Contacts who have reached specific engagement levels, web pages viewed, tags, activity dates, Email clicks and CRM activity - takes literally seconds. Watch a video of how we do it here:
Once you have done this you can then choose what you want to do with them, pick up the phone and speak to the really Hot ones, add them to a Sales Pipeline, export the list to give to an external telesales company, send a targeted Email or tag them to bring them into a bigger campaign.
Remember when you segment your database you typically see a 60% improvement in Contact engagement and your Customers also prefer it, as they only receive the messages that are relevant to them.
Step 2 - Nurture
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Step 4 - Engage