Lead Generation

Why should you use a CRM?

A couple of weeks ago, I was having lunch with a customer and found out that he did not know about the importance of using a CRM (Customer Relationship Management) program in his organization. I realized that many small business owners are not aware of what a CRM is and the importance of having one.

What is a CRM?

A CRM is a software that organizes and manages the relationships between a company and its customers. It is the key to implementing and developing an effective sales procedure. Even further, by implementing a suitable CRM, you would be facilitating the collaboration between the marketing sector of your company and the sales sector. You could even create an income marketing plan.

It’s benefits

1. It allows us to know more about our clients: From their profile to the stage they are at the marketing funnel. By knowing this type of information, you will be able to segment advertising to maximize your results, among others.

2. The whole team will be able to make a close follow up of a client ‘s life cycle. For example, if knowing when the prospect is ready to convert, the marketing team could give his or her contact information to the sales team at the right moment. This fastens communications, organization, and the commercial team’s management.

3. Prevents “losing” leads halfway there. Having their information from the beginning of the purchase process makes it easy to keep track of them.

4. It improves productivity and administrative processes.

What should I do first?

If you still do not have a marketing and sales plan well developed, this should be your first step. Defining goals should help your employees organize their work and measurement parameters of results. It is crucial to set KPIs (Key Performance Indexes) to measure your actions’ performances.

When implementing CRM and new processes, it is key to have a flexible team prone to adapting to changes.

Increase your lead generation 3x or more
Lead Generation, Web Development

HOW TO INCREASE LEAD GENERATION 3X

Our company recently had a significant improvement that increased the lead generation more than three times. That is why I thought it would be great to share our experience. Maybe we can start by trying to answer this question:

How many leads should I be getting per month as a minimum?

Probably, there is no right answer to that. A wise option could be to compare your leads to a benchmark composed of an average to your industry. But generally, that data is hard to find. While I was doing my research on this topic, I found some impressive numbers about conversion rate, but in my opinion, they were too high.

I, therefore, decided to define my own parameters. If you don’t get 20 leads per month in a B2B business and you are not selling nuclear reactors, you can probably do better! If you have a small business, I recommend trying to reach at least 2% conversion rate and 1K visits per month. An enterprise should get at least ten times more.

How could I increase the lead generation by 3 times or more?

The answer is quite simple: make your site look amazing! Improve it! Make it look good! Yes, people care about it!! In our case, our renewed website skyrocketed our lead generation up to three times!

Which website updates could I do?

In our case, we improved its design, included more images, more information, improved our branding image, mobile experience, and tried to do the best possible. However, that doesn’t mean we did a perfect job. We still have a lot of work to do, but we set the difference and saw immediate results.

Now, if you want to improve your conversion rate, take a look at your site and see what you can refine. Something useful is to compare it with your competitors’ and other industries’ sites and see if what you have now is the best you can have.