Managing Your Digital Enquiries

How are you managing your leads and enquiries?  

Do you have a system-based or a paper-based process for managing all the enquiries that come into your business? If not, hopefully this article will go some way to show you the benefits of having something in place.  

A customer or contact management system (CRM) is a great way to ensure that valuable leads don’t fall through the cracks of your business.  A good CRM also acts as a way to be able to cross sell, upsell, and downsell to increase the lifetime value of your customers.  In addition, here are several other benefits of a CRM:

  • easy to manage – can be standalone cloud based, so accessed anywhere
  • simple to track activity – emails, calls, visits
  • easy to report on effectiveness – identifying what marketing channels are driving quality leads
  • easy to manage your sales pipeline
  • automate initial enquiries with auto responders and sequences.

And CRMs don’t need to be expensive.

Ideas for CRMs

Once you have something in place, you need to make sure everyone uses it and keeps it up to date.  CRMs work well when you feed it up dated data, so ensure all staff that will use the system, actually do.

Don’t skip this step. Having up to date and good quality, detailed data can really help propel your business and help you drive more revenue.

Once you have done this, it will make your marketing campaigns easier to quantify and track, helping you make the right marketing decisions.

See what companies are visiting your website

For B2B businesses looking for commercial insurance queries, one thing business owners miss out on is who is actually visiting your website.  Not just those that go on to complete an enquiry form, but those who are simply visiting and consuming content.   Now there are tools available to help you figure out who these people are, find out more information about them and send these people to your CRM system as potential leads.

These can be people already coming to your site that you don’t know about.  This means you can be driving actual leads to your site simply by adding a tool to your website.  

Leadfeeder is a great tool for B2B businesses to convert anonymous visits to actual leads in your CRM.  Note – this doesn’t work for B2C businesses only B2B.

Summary

Hopefully this brief article has shown you the benefits of having a CRM in your business, on top of that it has shown you there are ways to find out who is visiting your website and have them converted to contactable leads in your website too.  For commercial brokers, this can be a great way to grow your leads and use a CRM to grow your revenue.

About the Author Jason Hulott

Jason Hulott is Business Development Director at Digital Marketing Specialists, Speedie Consultants. He is Google Partner certified. His role is to identify and implement traffic generating and revenue increasing ideas for our client base.

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