- What Is Lead Conversion?
- What’s a good lead conversion rate for your business?
- How to Use Unified Inbox to capture leads
- Our Simple Lead Nurture Process That You Can Steal
- How To Create An Automated Sales System
How we Increased our Lead conversion Rate by 26% in 2022
If you’re not concerned about improving your lead conversion rate, your business will not be as profitable as you hope it will be.
Sales play a pivotal role in building trust between customers and your business. Trust and loyalty are the reasons people recommend your business to a family member or friend and even give you a 5-star rating.
If you’re still not sure where the gaps in your business are; grab this marketing checklist.
To build trust, we first have to understand lead conversion
Simply put, lead conversion is a sales process that involves turning your leads into clients through marketing processes like automation and email nurturing.
The lead conversion rate on the other hand measures the rate at which your website visitors turn into leads and then into sales.
For instance, if you have 10,000 visitors on your website and 500 of those turn into leads and then 50 of those turn into sales, your lead conversion rate will be 10%.
(The 50 converted leads divided by 500 leads received multiplied by 100.)
We increased our lead conversion rate by 26% this year by focusing on a few things:
- Unified Inbox to capture leads
- Lead Nurturing Process
- Automated Sales System
We’re going to show you exactly how you can duplicate this process for your business using the same tactics.
The Unified Inbox and the benefits of having one in your business
Dealing with an overwhelming amount of messages on a daily or weekly basis is the reality of every digital entrepreneur. Every day, you have tons of messages coming from different social platforms and this can waste at least 3 hours of your day.
As an entrepreneur, your time is your biggest asset. So why waste time with all these messages when you can unify them into one central place and access all your messages at a time?
The solution is simple; a unified inbox. A unified inbox combines all the messages you receive across various social platforms, texts, and even your emails in one place.
It’s a lifesaver for every business owner. If you’re still not convinced, here are a few benefits you can enjoy by having a Unified Inbox for your business.
a) Centralized Communication
Regardless of how many channels your business uses or how many different accounts you have, the communication chats with all your followers or non-followers will be neatly organized in one central place and you’ll be able to reply to messages without missing a message.
If you have social media managers running your accounts, the Unified Inbox will help you keep track of how your team interacts with your prospects and the messages sent.
b) Saves You a Ton of Time
If you’re a coach or consultant, you understand the struggle of trying to manage your time between the increasing amount of platforms. By having a Unified Inbox, you’ll free up some valuable time from going from one platform to another.
You can even save some more time by automating your messages and creating templates for your team.
c) High Response Rate & Response Time
These days, customers expect instant responses when they ask questions. How fast you respond could be the difference between opening a new relationship with a new client or missing a sale.
Improving your response time and decreasing your response rate should be a priority for your coaching or consulting business.
P.S You improve your business credibility by responding to customers fast. It makes you reliable.
d) Helps you stay on top of your business
Each team member in your business will always know how to continue a conversation. How? Every team member can see how the conversation started and how it moved along.
Another benefit of having a unified inbox is; that you don’t have to worry if one team member is sick or leaves the business. Their leads will be captured in the inbox and other team members can continue with what they started.
e) Business Productivity
With a unified inbox, your team will spend unnecessary time switching between platforms and that leads to a lot of saved time over time. Plus, by having all your messages in a central place, you eliminate distractions that are usually on social media or emails.
Additionally, it makes it easier to hold your team accountable because all communication is searchable and available for everyone on the team to see.
f) No Messages Goes Through The Cracks
The unified inbox helps you stay on top of every email, message, or DM. This way, no opportunities will be missed. Nothing says “credibility” more than being on top of your customers’ queries on time every single time.
How To Use Unified Inbox To Capture Leads
Here are 4 strategic ways to utilize Ubora Marketing’s Unified Inbox to take full advantage of its efficiency-oriented features:
a) Filter Your Channels
Use the account and subaccount section to create filters for your team members, so that they can focus on their social platforms.
If you don’t want your team to see some aspects of your business, you can filter that out as well by giving limited access.
FYI, if all this sounds so techy, we can set this all up for you. Please submit any questions you have via our chatbox.
b) Prioritize communication
As your business expands and you start catering to a larger number of people, it becomes harder to keep up with your response time.
However, when you use this Unified Inbox, you’ll be able to organize messages according to their relevance and you can ensure you’re capturing leads and delivering quality service by prioritizing messages that need immediate attention.
c) Keep it clean
To increase the efficiency of your unified inbox, we recommend that you archive any messages that have already been dealt with and do not require further attention from the team.
In case anyone from the archived messages sends a message, the chat will come back to the active inbox.
d) Nurturing within the system
Ours is not just a Unified Inbox. Nope.
This is a CRM that does everything from capture leads through lead magnets, allows you to create nurture sequences, sales pipelines to close those sales and manage your already existing customers. With all these processes in place, the time you spend trying to attract and close leads is reduced by at least 50%.
With our system, you pretty much say goodbye to all those apps and software you have and deal with everything from a centralized place.
5 Reasons Why Lead Nurturing Is Important
Fun fact: 65% of marketers don’t nurture their leads. That accounts for a lot of missed opportunities.
Is your conversion process optimized? Take this quick assessment quiz to find out.
If you’re having any doubts about the need to nurture your leads, here are some benefits of nurturing your leads.
- When you nurture, you generate high-quality leads
- You spend less time qualifying your leads
- Increases your sales conversions
- Reduces customer acquisition cost
- Creates a loyal fanbase and loyal customers
- Enables you to establish authority in your niche
- Increases your lead conversion rate
If you’re still not convinced, here are some lead nurturing stats that support the above benefits.
- Businesses that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost.
- Nurtured leads make 48% larger purchases than non-nurtured leads.
- Lead nurturing emails have a better response compared to stand-alone blast emails
- Nurtured leads produce, on average, a 20% increase in sales opportunities compared to non-nurtured leads.
Lead nurturing doesn’t end when you get a qualified lead. Even qualified leads need nurturing. There’s a high probability that your qualified leads are not ready to buy just yet. Therefore, lead nurturing goes a long way in staying on top of their mind when they’re ready to buy.
Our Simple Lead Nurture Process That You Can Steal
Lead nurturing is the process of sending relevant and personalized emails and content to potential buyers at every stage of their buying journey.
So, how does this lead generation process work in reality? Here is how it starts from the beginning to the end.
- Researching your audience: The first step is determining the pain points your audience is experiencing and the most pressing pains.
- Data Analysis: Analyze market data and use it to inform your content creation process. That way, you’ll create content that addresses those pains effectively.
- Optimization of content: Before content can be shared, each piece of content should be optimized to capture contact details. Each of those captured leads is taken through a sales funnel.
- Content Promotion: Now that the content is optimized, promote it through various channels to reach your ideal audience. Note: Content that solves pressing pain points consistently is easy to get noticed through organic reach.
- Email Automation: This process helps you keep in contact with the captured leads and address their pains.
- Lead Qualification: This process is much easier when you’ve properly nurtured your leads. Determine which lead is best suited for your service and make an offer.
How To Automate Your Lead Process
As your business grows, your leads will grow and the more time you’ll have to spend doing admin work and data especially when you don’t have an automated sales system.
Let’s show you how a CRM can help you and your team manage prospects while creating a sales automation system.
a) Lead Scoring
Leads are categorized into cold, warm, and hot. A value ladder or sales funnel lets you know how close to the purchase your prospect is.
A good CRM allows you to keep track of these. It’s not too complicated for your team to handle two or three leads at a time but once your business grows to a certain point, a CRM would help alleviate this by scoring your leads.
With a click of just a few buttons on your CRM, you can see where your leads fall on the buyer’s journey without the hassle of recording everything on google sheets.
b) Automated Scheduling
A good CRM ensures that all your calls are booked and set up to deal with multiple leads across different time zones.
When you don’t have a good CRM, you will miss a lot of opportunities and the problem will only compound as you get more qualified leads.
Every strategy call, every meeting with a prospect or client, all those need to be scheduled. And without a system, the task of scheduling falls on your team who are subject to a lot of errors.
With a CRM like this, your team can take a pause and just focus on the revenue-generating tasks. For instance, instead of texting back and forth, you can send a link and your prospect can set a time that is both convenient for you and your prospect.
When a particular spot is taken, you both get a reminder. This gives you enough time to nurture them so that by the time they get to the call, they are qualified leads.
c) Reflecting On Team Performance
Instead of calling your team to a meeting every time you need to track performance, your CRM allows you to look at everything from a bird’s eye view. Over time, this simple process saves you thousands of dollars and allows you to correct things faster in your business.
d) Reducing Manual Tasks To Lessen Your Team’s Workload
One of the most important things a CRM can help you do is increase profit while reducing cost.
Things like data entry and other manual tasks cannot be eliminated but they can be greatly reduced and that should be a goal. You want to reduce as many mundane tasks as possible and put them on autopilot so that your team’s time can be freed up for more pressing tasks.
Sales Automation And Why You Must Have One in 2022
The reason why E-Myth Revisited is such a popular book among entrepreneurs is that it emphasizes the need for efficient systems. Sales automation is a great example of a system most entrepreneurs need.
Sales automation is the use of software to eliminate repetitive tasks. This process helps your team focus more on closing leads and generating revenue.
Here are a few things you can automate:
- Sales Pipeline management
- Invoices and payment reminders
Sales automation simply aims to manage responsibilities your team or even you do on a daily, weekly, or monthly basis.
This automation process benefits you, your business, your team, and your bottom line. Here are a few ways it does that.
- It increases the performance of your team
- Improves productivity as your team focuses more on revenue generators
- Supercharges your efficiency
- Ensures that your leads are well nurtured
- Makes sure your leads don’t fall through the cracks
- Streamlines your lead qualification process
- Reduces customer response time
- Ensures you have consistent sales coming into your business
- Reduces cost of acquiring a client
How A Lack Of Sales Automation Kills Your Profitability
a) Wasted Time and Money
Imagine how much time your team wastes on tasks that don’t directly generate revenue? Every minute that your team wastes on mundane tasks could go towards revenue-generating tasks.
Sales automation helps you maximize output, and save time and money. But if everything you or your team does is done manually then that time goes down the drain.
To maximize your efforts, you must have a system that takes care of repetitive processes or at least lessens the burden.
b) Lead Tracking Becomes Complicated
The bigger your business gets, the more leads you’ll deal with. As these leads increase, the manual tasks of each of those leads become tasking and tedious for your team.
A sales automation system simply lessens the burden of those tasks, making your team efficient.
c) Sales Funnels Are Tough To Manage Manually
The biggest mistake you’ll make in your business is assume that your need can operate efficiently with a sales funnel. That’s an easy recipe for wasting time and money.
Every team needs a sales funnel to operate at its best.
The lead tracking process becomes more difficult as your leads increase and this is why it’s critical for every business that desires to grow to set this up at the beginning.
How Does Automating The Sales Process Work?
Sales automation is about taking the tasks your team performs repetitively and regularly and putting them on autopilot.
That way, they can focus on tasks that move the needle in your business. Tasks like data entry, scheduling calls, email marketing, and lead management don’t need to be babysat to ensure they work properly. That’s why those tasks are perfect for automation.
How exactly is this process done?
The Sales Automation Tools You Can Use
There’s an endless amount of tools to help you automate every single process in your business. From social media to email campaigns to sales. But the problem with dealing with all these tools is that it’s confusing to your team, expensive, and takes time to learn.
Instead of using 100 tools, a better and more effective choice would be an “all in one” package that includes everything on it. A good example is Ubora Marketing’s all-in-one CRM which is tried and tested by business owners like you.
What is CRM Software?
CRM stands for “Customer Relationship Management” and it does exactly that. It refers to all strategies, techniques, and tools used by a business to develop, retain and acquire customers.
This type of software has a lot of features that help with marketing campaigns to store prospects and customer data. A lot of CRMs are all in one marketing and sales machines.
How CRMs Help Automate The Sales Process & Boost Performance
Let’s explain this whole process from the very beginning.
a) Automating Your Marketing Efforts
While marketing and sales aren’t the same things, CRMs help businesses do both via sales automation.
Because before you can try to close a lead, you must first find the lead. Sales automation is one of the critical keys to scalable marketing. Here is how a good CRM can help you achieve that.
1. Email Campaigns
When used properly, CRMs help automate your email efforts for both sales and marketing.
Whether it’s a monthly or weekly newsletter that gets sent out automatically, email drip campaigns, or easy-to-use templates to create landing pages, CRMs help you create and automate them.
2. Social Media
There’s no point in putting so much effort into your social media when the end result doesn’t result in any tangible results for your business. Your social media efforts should tie to your business goals.
A great way to ensure your efforts tie to your goals is by using a CRM to boost your sales efforts through social media.
A good CRM will monitor every prospect that interacts with your business through social media, it can also help you batch your content (From social media to emails).
3. Communication With Clients And Prospects
Your team won’t always be available to answer questions from leads, especially during the weekends or when they’re taking care of other leads. Here’s where your CRM comes in. You can set up automated messages that keep your prospects engaged and taken care of. This is a good example of sales automation.
In the case where you’re conversing with clients, you can activate a “do not disturb mode”. This helps the clients who have invested in your business feel prioritized.
You can also automate text messages to remind your prospects of strategy calls you’re scheduled to have.
4. Scheduling strategy calls efficiently
Scheduling appointments like strategy calls with leads is one of the critical parts of any sales process.
Sales automation ensures that this process goes through without any hiccups. Whether it’s a consultation call or a strategy call or a follow-up meeting, automating this process prevents your team from missing an appointment or double booking. It also enables your team to focus on the leads and clients.
A great CRM gives your team an aerial view of all the processes included in your sales cycle.
- Landing page performance
- Lead magnet sign-ups
- Click-through rates
- Email open rates
- DM conversations (From social media)
- Lead conversions
6. Invoicing and Payments
With a good CRM, you can automate payments. Your automated system can send invoices, accept payment through credit cards, and even track who has paid and who hasn’t.
For those who haven’t paid, your CRM enables you to send friendly reminders to complete payment.
Are There Any Disadvantages To Automated Sales?
Just like anything, sales automation can be too much of a good thing. You never want your business to feel robotic in every aspect. Because it will repel your prospects and instead of building a good reputation, you will destroy it.
As human beings, we are emotional buyers, without that human connection, the sale might not fall through. It’s therefore important to add human elements to your process.
b) Productivity Boost
Expecting a member of your team to do everything on their own is unrealistic. It makes it harder for them to do anything efficiently because time and focus are split across many tasks.
The more tasks any of your employees have throughout the day, the less and less energy they have to do other tasks.
A sales automation process takes the pressure off, which multiplies your team’s productivity. Moreover, it allows them to focus on the tasks that matter most.
When you automate simple tasks like data entry and other menial tasks, they stop getting in the way of revenue-generating tasks.
c) Reduces the manual tasks
It’s hard enough to motivate your sales team or your team in general, which makes automating tedious and repetitive tasks a must.
When automation is not properly done, it results in a lot of stress for your team over weeks and months. This stress only hurts your business’ bottom line.
At the end of the day, we’re all human and stress affects our performance.
d) Human Error is Highly Reduced
When it comes to some of the data entry tasks that every business has, mistakes are highly likely to happen. When you leave such jobs to the machine, you take out the error associated with humans being involved.
And yes, you cannot automate everything but automating some things reduces errors in your processes.
e) Allows Automation of Your Lead Qualification Process
There’s not a thing worse than getting a lead to the bottom of a funnel only to realize they are not qualified. It’s a waste of resources. That’s why qualifying leads is a vital part of the sales process. Otherwise, you’ll be wasting time on dead leads.
Recall the lead scoring process we discussed before? It’s a great way to ensure your team prioritizes the hot leads first. With a sales automated system, you can only allow leads to go through your sales team after they’ve hit a certain “qualification”.
f) Consolidates Your Sales Cycle
The amazing thing about a CRM is that it consolidates everything in one central place. Many tools and processes bring confusion to your team.
Imagine having a set-up for each process? How confusing and tasking is that for your team? And don’t forget the time it takes to keep switching from one app to the next. It’s tedious and a bit annoying.
Imagine for a minute, having one single system that does what 30 apps do. How much time and money would that save your business? A whole lot. CRMs do just that, and not just any CRM.
Rather than use an app to manage social media, emails, landing pages, etc, you can use one system to do it all.
Your First Step: Try Automating Your Sales Processes With Ubora Marketing’s CRM
This is not just a promotional ploy to get you to buy, we’ve tried and tested this system with multiple businesses and IT WORKS.
We’d love to show you exactly what it can do for your bottom line.
If you’re not sure if this is something for your business but are still interested, talk to us in our chatbot.