Gettin’ Automated With It: How to Work the Hottest Leads
Powersport vehicles are luxury goods, and even though they sell themselves with unbeatable thrills and high quality, some buyers need a bit of persuasion to sign on the dotted line.
That’s where a strong sales team comes in handy.
However, mundane sales and marketing tasks can sideline your best salesmen with paperwork rather than working on the hottest leads. Fortunately, customer relationship management (CRM) and sales automation software takes care of the small stuff so your salespeople can do what they do best: close the deal.
Keeping in Contact Through Email
Although email may seem like a second-tier way to connect with potential customers, it’s actually one of the most effective marketing methods. Email addresses are valuable pieces of information, as they help maintain contact with leads that might otherwise go cold.
Automating your email campaign gives more time to your sales staff, but can bring new opportunities by providing updates on your business, offering coupons, or content that enriches the customer experience. While some old-school salesmen feel as though a personalized touch on an email makes sales, a template can be just as effective if it provides worthwhile information or value.
CRM databases can also help track how interested a customer is in your Powersports products by seeing their movements on your website. This helps send automated email messages that target your customers’ wants and needs. You may not sell a vehicle directly through an email, but it certainly brings your sales team and those close to buying into the same arena, both digitally and hopefully, in person.
Connecting the Right Sales Member With the Customer
Once you’ve hooked a potential client, connecting them with the right sales team member is integral to your success. With automated lead routing, you can do just that. If you have a skeptical client or one who values experience over anything else, hooking them up with a tested, veteran salesperson is a far stronger tactic than setting them up with someone who’s fresh to the game.
Up to 25 percent of sales get assigned to the wrong person, which is ultimately lost business. Don’t let this happen to you.
Finding Your Hottest Leads Through Automation
However, using manpower to decide which person is worth pursuing instantly and who to put on the backburner is a poor use of time. That’s where your automated CRM and sales software comes in handy.
Not every person who signs up for your email list or walks through the door turns into a sale, but
gathering as much information as possible is key to increasing your sales conversion rate.
To gather a customer’s vital information such as an email address, you can offer something of value in return, such as a discount, coupon, a handy guide, or a how-to video on maintenance or improving their abilities on Powersports vehicles. Your CRM automation software takes over
from there, categorizing your customers, finding the highest sales potential, and leaving wasteful cold-calling tactics behind.
By automating your CRM, sales, and marketing processes, your sales team can hone in on the most promising leads instead of wasting time with lukewarm ones. Not only will you cut down on idle employee time, but you’ll also improve revenue — and more importantly — your bottom line.
Get more information about automating your sales process. Download our guide to modern sales strategies.