How sales funnel management help

Sales funnel leaks often spring from three basic causes. The good news is that sales funnel management can help with each.

In sales, a “no” can often mean “not until later.” For example, a common objection for customer relationship management (CRM) software is this: “I don’t have time to get my content together to make the platform useful.” This prospect is actually saying, “I’m interested, I see the value, but I can’t take advantage of it at this moment.”

It’s tempting to dump this lead and move on to the next.

There’s a better solution: Build out an automated email follow-up campaign that speaks directly to this objection. Any time you encounter this problem, you can send that prospect information that seems designed just for them. A multi-month educational campaign may reduce their content anxiety and nurture them toward a sale. Yes, it’s work up front, but once finished, this campaign will work for you always.

Action item: Look at the most common objections from your prospects, and think about which can be turned around with helpful education and automated follow-up. Where in your sales funnel are you dismissing prospects too quickly?

Are you following up as much as you should be? Probably not, says the Business news daily:

That’s a lot of follow-up fails. The challenge is easy to understand: Do I call new leads, or follow up with an old one for the sixth time? Persistence can feel like a waste of time, but the numbers prove otherwise.

But there’s a better solution: Small businesses may find help lies in a marketing automation funnel. Instead of an either/or game, automation software offers a both/and game. All your prospects get consistent and friendly emails and contacts at all stages, so you can save your personal attention for the day’s hottest leads.

Action item: Analyze your last 20 leads and count how many times, on average, you contacted a prospect. If you see follow-up fails, a marketing automation funnel can help.

You may be asking, “How the heck am I supposed to contact a lead within the first five minutes? That seems impossible.”

There’s a better solution: It’s not impossible with sales funnel management automation. Set up your system with the response you want, and it will be ready to send it immediately to any interested prospect — even the one who contacts you on Saturday at 3 am. As captured leads pass down the funnel, your sales automation platform can send added personalized emails that are just right for each moment.

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