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Convert more Prospects to Customers with Web Based CRM Software

  

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The goal of any business is to convert as many of the right prospects as possible into paying customers. The more organized and efficient you are in the “CONVERT” phase of the customer lifecycle, the more prospects you can effectively move through your sales process so they become customers.

Every time I look at a broad set of sales statistics, I am reminded that winning in this stage of the customer lifecycle is not possible without a heavy dose of persistence. You could have the best product and a great value proposition and message, but unless you generate enough “touches” with your prospects, you won’t reach the conversion rates you need to succeed. These touches include actually asking for the order.

It’s estimated that only 19% of sales close in the first 4 contacts or touches. The remaining 81% close on or after the fifth one. Many businesses I speak to know this, yet few have a plan in place to ensure they are “showing up to the party” often enough to give themselves a chance to break out of the 19% bracket.

According to Dartnell Corp., 90% of businesses follow up with their prospects 4 times or fewer and only 10% follow up 5 times or more. It doesn’t take a math wizard to figure out who is getting most of the business. Don’t waste all that time and effort on the front end and stop short of the finish line.

Be sure to get in those 5 or more touches and contacts with your prospects.

The only way to ensure success in this area is to have a centralized database that can automate some of these required touches, track the notes and history of interactions with the prospect, and assign tasks at the appropriate time to ensure the sales rep can be visible at the right times to help move the sales process forward to closure.

The more prospects a sales rep must juggle to reach goals, the more precious this commodity of time becomes.

With the estimated average cost of an onsite sales call at nearly $400, a good Web Based CRM system is well worth the investment.  It will help to increase the productivity of your sales team, while containing or even decreasing your overall cost of sales.

Want to learn more about Web Based CRM Software and how it might help you in your business?  Give us a call.  One of our CRM Advisors will be happy to assist you.

1.888.286.6578