Business relationships aren't just connections between individuals; they also include connections between systems in an environment. This means as much as individual actions influence customer satisfaction, the system you use to qualify leads influences customer relationship quality.
In the last lesson, you saw reasons why quality leads influence your customer relationships. It's important that you know there is such a thing as a bad sale. Yes, you generate revenue but the solution wasn't right for the customer, or perhaps was more a benefit to your bottom line than a customer's interest.
Bad leads are leads generated that even if they became customers wouldn't benefit from what you offer. The only way to differentiate bad leads from good ones is to take measures along each customer interaction starting with first contact. In this lesson, you'll see how Customer Relationship Management (CRM) can help with this effort during your conversion process.
Next month stay tuned for methods to turn customers into clients who purchase frequently, including strategies to pre-qualify leads for most profitable customers.
Sincerely,
Justin Hitt
Consultant, Author & Speaker
https://iunctura.com/
Ps. Thank you for the great questions, from the role of business development to generating profitable customers. Did you know those answers and much more is available with membership? Visit today to learn more ...
By Justin Hitt, Strategic Relations Consultant, https://iunctura.com/
Understand you can't create new customer relationships unless you have a steady stream of leads converting into buyers. Not any lead will do, for the most profitable customer relationships your leads need to be highly qualified to benefit from what you offer. How do you know which leads are qualified and which are not?
It is critical that your Customer Relationship Management (CRM) system not only support customer retention but the cultivation of lead conversion. This double duty helps tune your efforts to increase lead quality with less effort.
For CRM to track lead conversion efforts it must:
To support lead conversion CRM must enhance your ability to understand customer behavior. Use this checklist to measure your own lead generation and conversion efforts.
Don't make the mistake of seeing lead generation as an event separate of building customer relationships. Leads today are potential customers of tomorrow. Enhance what you know about them by allowing CRM to support your lead generation conversion efforts.
© 2004 JWH Consolidated LLC dba Center for Strategic Relations, All rights reserved.
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Justin Hitt is a strategic relations consultant and the author of "27 Ways to CRM Return on Investment" (Tool Kit) available on-line. For more information, visit https://iunctura.com/re/crm-roi