How can you best use customers’ information for your business?

The way your brand collects customer information determines how your marketing, sales and service teams interact with them. And this determines whether your business can make long-lasting relationships with or lose to your competitors.

This is why it is important how you collect, store and use the customer for your communication with your prospects and customers. The way you do that will help your brand deliver highly personalised interactions that can be scaled. 

Now the question is, how to collect, store and make use of the information so that all your teams can make the best use of it? In case you’re wondering that same then keep reading we are going to be discussing just that.

Let’s get started, shall we!!

Customer Data for Marketing

Customer Data For Marketing

Marketing is always at the forefront when it comes to interacting with new audiences. Drawing attention to your brand, using strategies like forms and other lead gen tools to convert that audience to contacts, and nurturing them to become sales-ready leads.

1) Website Engagement

At the initial stages of a new lead’s engagement with your business, it’s important to make sure your website analytics is well built to help you understand how they are interacting and how you can streamline their user experience.

Let’s say you have an e-commerce business website, for example, you could utilise your website activity to recommend other likely products that each person might prefer via email or retargeting ads on social media.

2) Segmentation Inforrmation

The data that lets you compartment wise a contact’s info into groups and lists is one of the most useful types of customer information that you can collect early on. This can include data such as team size, industry, and individual roles.

Not only can this data gives rise to the most personalised messaging and marketing automation but it also helps you calculate the lead score.

3) Lead Scoring

Lead qualification data such as lead scoring is one of the most powerful ways for marketers to assist their sales colleagues. With automated lead scoring in place, points are given for positive interactions and behaviour and removed in the case of negative indicators. 

It’s the quickest way to instantly analyse how likely is the prospect going to purchase your product, and ideally starts as soon as a visitor converts to a lead. Here are some examples of lead scoring metrics.

  • Value of the market or industry
  • Identification as decision-maker
  • Adequate budget
  • Amount of time spent on your website

Customer Data for Sales

Customer Data for Sales

The sales create and boost the bridge for interested leads to convert them into happy customers, and nurture each prospect to the right product or service. Here is the customer information necessary for your salesperson.

1) Information About Decision-Makers

Your sales team gets a granular view of how each client’s company operates. One of the key components included in this is identifying and recording who is involved in the decision-making process.

This helps you to avoid the unpleasant scenario of them remembering you while you look anxiously at a blank record, or giving the deal to a colleague who has even lesser background information.

2) Customer Lifetime Value (LTV)

Estimation of a customer’s lifetime value is a really useful metric to forecast long-term and repetitive business.

You can calculate this by multiplying their purchase value by purchase frequency over your average customer lifespan. When you use the right Customer Relationship Management (CRM) or Customer Data Platform (CDP)  that has calculation properties, you can keep this up to date automatically for your active customers.

Lastly…

All this information can be efficiently tracked and stored in a CRM or CDP platform so that your marketing and sales teams can make the best use of and effectively convert your leads into your customers.

However, there are so many Customer Relationship Management (CRM) or Customer Data Platform (CDP) available in the market it’s difficult to choose the right one that is suitable for your business needs. In case you have any questions regarding CRM or CDP systems or need some assistance in setting up and their customisation, please feel free to contact us anytime and we’d love to help you out.

Cheers!!

Why CRM is the perfect choice for Marketing Automation?

Marketing is more than attracting people, it’s about creating value within your brand so they can relate to your offerings and approach you themselves. This way you can create long-lasting relationships with your customer and get returning business from them.

Needless it used to require a lot of effort from cross-functional teams to implement optimum marketing strategies. However, with recent technological advancements, it’s possible to automate the majority of your marketing campaigns, and one of the bests tools for marketing automation is a customer relationship platform (CRM).

In this article, we are going to discuss how the CRM platform help in streamlining your business’s automated marketing endeavours, so without further ado let’s get started.

What is customer relationship management software?

CRM is a marketing automation software, designed to take care of all your major customer relations needs, and automate crucial elements within your business. It plays the role of an ideal secretary. It is constantly working for the betterment of your marketing strategies, marketing designs, customer feedback loops, and more.

Some of its major functions include historically tracking historical customer data, including dates and notes of phone conversations, past purchase records, and email interactions as they proceed through the buyer’s journey. Using tagging logic the CRM applies tags on the users when they take certain actions such as adding items to their wishlist or filling out a form and launches email campaigns to direct the leads back into your sales funnel.

Why CRM is the best choice for marketing automation?

The CRM has a wide range of benefits that elevate your automated marketing capabilities such as:

Reduces chances of Human Error

When businesses have an outdated system or process in place for lead tracking, the probability of human error that comes with managing the shortcomings increases which might lead to prospects slipping through the cracks. CRMs marketing automation enables your sales team to have the right tools to close a deal.

Unify Your Database Management

The CRM provides all the user’s information in one place, Marketing teams don’t have to go out of their way to forage customer profile information and instead are able to prepare to approach leads and prospects based on unified data management.

Provide Consistent Messaging

The marketing communication that affects the customer’s experience can be aligned when engaging with the client. It’s not as much of a challenge to provide consistent messaging when you have all the contextual information available in CRM.

Lastly…

The CRM is truly a wonderful platform fully capable of automating all your marketing endeavours. However, to unlock its full potential, you need support from professional digital marketers like QL Tech having over a decade of experience in CRM implementation and customisation.

In case you need help in CRM customisation or have any questions regarding CRMs, please feel free to book a free 30 minutes session with us and we’ll try our best to help you out

Cheers!!

Converting Traffic into Leads Might be Harder Than you Think

Having a beautiful website with great content isn’t enough your website’s design should be in such a way that your leads get registered efficiently. The first step would be to start off with high-demand generation campaigns that generate leads.

The aim of the marketing team for the business is to procure as many leads as that successfully convert to loyal customers who bring repeated business. Any professional digital marketer knows that they need to set up effective lead nurturing campaigns to gather more and more leads for your brand, However, its easier said than done,

This is why in this article we’re to be discussing some of the most powerful lead nurturing campaigns that will capture your audience’s attention, increase their lead scores, and boost the selling potential of your website and your sales team. 

So let’s get cracking, shall we!

1) Segment leads for targetted messages

Your brand might be offering multiple products or services but not all your leads may be interested in everything you’ve got. This is why engaging with your leads through personalised messaging is necessary. When you communicate with your audience with contextual messaging, the success rates of conversion increase exponentially.

Your business should implement a system for grouping your leads into targeted segments. This would allow you to focus on specific challenges and solutions, which will enable you to form a relationship with your prospects on a more personal level.

You can segment your leads either based on their behaviour or demographics and some organisations use multiple buyer’s personas. Now the good news is you don’t have to do all this manually, There are tools like Customer Data Platform (CDP) and Customer Relationship Management (CRM) to automate your contextual messaging and make sure the right messages reach the right people at the right time.

2) Educate more, promote less

Most marketers are so eager to get business from their leads that they get overly promotional. What the need to be focused on empowering the audience with educational content so that the audience truly understands the challenge your brand can help them with.

People don’t want a sales pitch they need to feel enabled so that they can make a purchase decision on their own, If we keep ignoring what the leads really want there is a very high chance that we might lose them.

The main objective should be to provide meaningful and actionable information throughout your email campaign that follows a clear path through the marketing funnel.

3) The first impression has a massive impact

The first email that you sent to your audience becomes a deciding factor that whether your brand would be judged spammy or whether the recipient would look forward to further communications from your side.

It is crucial we always remember the value of a lead, don’t spoil the relationship before you give it a chance to blossom by failing to follow up on an engagement or spamming with too many messages in a short timespan.

In this regard a Customer Relationship Management (CRM) or Customer Data Platform (CDP) can help your business out greatly, they track the open rate of emails and follow what was the email about. Based on this your Customer Relationship Management (CRM) or Customer Data Platform (CDP) can send relevant information to your leads and gently guide them through the funnel.

Final words…

Lead nurturing is one of the most crucial activities of digital marketing and if done correctly it can do wonders for your business’s growth. However, it is not as easy as it seems, it is advised you consider consulting with a professional digital marketer if you wish to implement a Customer Relationship Management (CRM) or Customer Data Platform (CDP) for your business.

In case you have any questions or need more advice on Customer Relationship Management (CRM) & Customer Data Platform (CDP) implementation feel free to contact us and we would be happy to help you out.

Cheers!!