Do you have a clear map of how and when to convert leads? Salesforce makes lead conversion endlessly customizable, which is ideal for suiting your unique business needs. With Salesforce, you can efficiently manage your leads, opportunities, and clients and create continuity in your business processes. Salesforce will help you stay on top of your sales pipeline, determine your operations issues, and improve where necessary. However, many of our clients get overwhelmed when it comes to lead conversion, so we wanted to highlight some best practices for lead conversion using Salesforce and maximize your profits today!
Define Your Perfect Lead
First, you must understand who your target audience is. Make sure you know their problems and interests, what content will attract them, where they spend their time online/offline, which channels they prefer for communication and their role in the buying process. Keep a list of which behavioural traits show that they’re ready to move onto the sales team once you have your perfect lead avatar to ensure that everyone on your sales and marketing teams is familiar with this persona and your lead generation strategy.
Establish a System for Lead Conversion
Map out your sales process before you start using Salesforce’s lead management feature. Ask yourself, how do I primarily get leads? What are my effective lead nurturing strategies? How long does it usually take to convert a lead into a customer? Once you understand your buyer’s journey, you can begin capturing and managing leads more effectively. The best way to accomplish this is to leverage Salesforce’s lead capture options. Always use the lead source field because it will provide insight on sources and strategies that cultivate qualified leads. You also need to ensure your lead status is always up-to-date because this will highlight how old a lead is and allow you to know which leads are likely unqualified.
Don’t Let Leads Sit
It’s unwise to let your leads sit for too long. You need to convert them into an opportunity or prospect or remove them from your list if they are unqualified. The best way to do this is to decide on your conversion point or at what point to move the lead to the next stage of your sales process or take them off the lead list. Standard options include: immediately, once specified criteria are met, and once the required lead score is reached. We don’t recommend using the immediate conversion option because it’s a much better practice to qualify your leads first to ensure high-quality leads. We recommend analyzing the lead score before converting them. Your lead score considers several criteria, such as the lead’s behaviour and how much interest is shown.
Keep Track of What Works
The most important practice is to have a firm grasp of what works to get qualified leads and move them along your pipeline. You need to keep track of which of your marketing campaigns get the most qualified leads. Salesforce makes it easy to do this by allowing you to require the lead source field on all lead entries. Your lead source can be mined for data such as leading sources and industries, average revenue and size, and other pertinent information. If you’re looking for more in-depth metrics, we recommend using Salesforce’s Campaigns dashboard to monitor multiple lead generation efforts. You can then use this data to figure out your key performance indicators (KPIs) for each marketing campaign and outreach. These KPIs will help you laser in on what’s working and eliminate anything that falls below the minimum while also analyzing your team’s performance.
Let Arketek Help
There’s no denying that customer experience is the best way to convert leads. You can’t forget that real people make up your lead database, so you need to keep in touch and provide your leads with the information they need to move to the next stage. Fortunately, Salesforce makes it easy to do just that, and Arketek makes implementing Salesforce a breeze! Our goal is to help you achieve the best practices to optimize efficiency in the workplace and make sure you maximize profits! So what are you waiting for? Contact Arketek today and convert more leads into paying customers!