Firstly, what exactly is meant by customer acquisition management?
Well, the term refers to a set of techniques and systems to manage customer prospects and inquiries resulting from a variety of marketing methodologies. Marketing techniques such as customer referrals, customer loyalty programs, and participating in charitable events are quite effective at customer acquisition.
Continue reading “Customer acquisition management: Everything that you need to know!”
In our previous article, we made you familiar with the concept of power dialing system. Now let’s have a look at the benefits that this highly efficacious technology can provide to the call centers:
1. Enhances the lead generating and nurturing process:
Filtering out the blacklisted numbers is one of the main advantages provided by the power dialing system. When power dialing system is clubbed up with lead management software, it helps in eliminating the wastage of time due to useless calls. Power dialing is quite useful for organizing all the sales information, lead data, and customer history. It also helps in organizing the call-back info with the help of a CRM and can quickly pass it on to the agents, thereby obtaining more successful leads. Thereafter, it efficiently takes care of lead nurturing, such that it intelligently manages the journey of your leads, prospects, and customers across their engagement cycle. This further enables the agents to sort and prioritize the generated leads.
2. Improves your right party concerns:
Power dialing system has a provision for retry strategies. Since there is always a possibility that agents cannot get connected to all the numbers in the lead list in the very first try, so, it becomes quite necessary to contact such leads again. Retry strategy is the best solution for such instances. Based upon the last dialer details, you can set different retry strategies for different occasions. As an example, you can try a “No answer” after 3 hours, “Abandoned” call after 72 hours, a ‘Busy” call after 5 minutes etc. This eliminates the chances of missing any important lead and increases the probability lead sale conversion rate. Moreover, it takes into consideration, the compliance norms and improves your right party connects by over 10%. Hence, it helps in boosting your revenue growth.
The term “dialer” refers to an electronic device that is connected to a telephone line to monitor the dialed numbers and alter them to seamlessly provide services that otherwise require lengthy national or international access codes to be dialed. A dialer automatically inserts and modifies the numbers depending on the time of day and country or area code dialed. This allows the user to subscribe to the service providers who offer the best rates.
A power dialer is defined as an automated telephone dialing system that connects prospects with agents more efficiently. It allows the agents to focus on live connections instead of manual dialing. The power dialing system automatically dials the next contacts, when an agent becomes available. With such a powerful setting, the contact center is given ultimate control over the automatic dialing rates. The power dialer is quite useful when a contact center has a small number of sales executives and a large number of prospects.
As an example, Dolphin dialer is autodialer software that enables telemarketers, sales teams, and call centers to dial a list of phone numbers automatically and completely hands-free. It basically helps them save valuable time and energy that would otherwise be wasted dialing by hand.
An agent is always available to talk to the customer in the case of power dialing. Moreover, it can be utilized for a number of campaigns like customer care follow-up calls, telemarketing etc. In order to automatically place a call to the agent, the automated dialers consider the priority and the skills of the agent.
The power dialer, also known as progressive dialer enables you to manually set a calls-to-agent ratio, so you can take advantage of automated dialing benefits while retaining control over dialing rates. Also, contact centers can spend more time talking to live prospects. This avoids wastage of time, leads to more sales and increases revenue growth.
1. Demonstration:
In case of marketing, a product demonstration refers to a promotion where a product is demonstrated to potential customers. The sole purpose of such a demonstration is to introduce customers to the product to make them familiar with it in hopes of getting them to purchase that item. The products offered as samples during these demonstrations may be new products, new versions of existing products or products that have been recently introduced to a new commercial marketplace. Basically, the idea is to introduce your offerings, utilize them as lead magnets and demonstrate their capabilities.
2. Creative contact forms:
Creative contact forms are a better version of contact forms that you offer to customers. They are used to enhance the effectiveness of simple contact forms by using them to showcase your company’s personality. You need to be conversational and inviting to your audience.
3. Out of the box deals:
You may offer free two-day shipping or deals such as buy-one, get-one-free and much more in order to lessen the purchase anxiety that every customer experiences while purchasing. Since, it adds value to the transaction so it is an effective lead magnet.
4. Forms gating charges:
Consider gating price and other information if your goal is to target hot leads. Hiding your pricing behind a form can be an effective tactic as this particular form will help filter out unqualified leads, and capturing their information will help you follow up with targeted prospects.
5. Tests:
Tests or quizzes encourage prospects to measure themselves against your expertise or industry standards. This will give you an opportunity to give feedback and ideas. Also, the prospects will determine their need for your product or service.
6. Limited-time free trial:
Give prospects the opportunity to experience the benefits of your product or service, including a deadline to the offer at the same time. This will make them realize they can’t go another day without it.
7. Cheat sheets:
They are generally very short and cut straight to an ultra-specific point and can be delivered as checklists, mind maps, or blueprints. Mostly, they are just a page long in length.
8. Resource list:
A toolkit or a resource list is an easy to consume lead magnet. Depending on your niche, toolkits can be a good introduction for your target audience making them familiar with your products and in most favorable cases increasing sales and building long-term relationships.
1. Coupons and offers:
Discounts on the existing prices can prove to be the most effective lead magnets because consumers can easily price-shop for products. You can offer coupons and enticing discounts on your products and services so as to generate leads.
2. Loyalty programs:
Loyalty programs are structured marketing strategies designed by merchants to encourage customers to become long term customers and to continue using the services of businesses associated with each program. These programs cover most types of business, each one having varying features and rewards schemes. In marketing a loyalty card, rewards card, points card, advantage card, or club card is a plastic or paper card, visually similar to a credit card, debit card, or digital card that identifies the card holder as a member in a loyalty program.
3. Free reports:
Free reports include whitepapers, e-books, articles, and guides in the form of lead magnets. Your aim should be to provide compelling information to make a valid value exchange between your prospect and your business.
4. Webinars:
Webinars are educational, informative or instructional presentations that are made available online, usually as either videos or audios with slides. Since webinar attendees connect online, they can use Internet-based technologies to like communicating through instant messaging, file sharing, using a whiteboard collaboratively and interacting through social media sites in order to enhance the experience.
5. Podcast:
Podcast refers to an episodic series of digital media files which a user can set up so that new episodes are automatically downloaded via web partnership to the user’s local computer or portable media player. The distributor of a podcast maintains a central list of the files on a server in the form of a web feed that can be accessed through the Internet. Files are stored locally on the user’s device such that it can be used even if he/she is offline.
1. Sales and marketing alignment:
For sales and marketing alignment, the shared expectations, responsibilities and goals for this collaboration between sales and marketing should be outlined in a sales and marketing service level agreement (SLA). Creating a formal sales and marketing SLA will help the two teams hold each other accountable for converting leads and effectively nurturing them into paying customers in the long run.
2. Multiple touches:
According to a research, on average, prospects receive ten marketing touches from the time they enter the top of funnel until they’re a closed won customers. The most successful lead nurturing strategies deliver content that helps prospects progress through the buyer’s journey by addressing common questions and concerns such that they are contented.
3. Maintain permission to keep prospect updated:
Maintaining permission to keep a prospect updated is important because if a prospect loses interest in your messages, they’ll disengage by unsubscribing, marking your messages as spam, or emotionally unsubscribing – reflexively ignoring or deleting your messages.
4. Guide your prospects efficaciously:
There is a possibility that a potential buyer who you’re nurturing may not enter a buying process for a long time. But during the lead nurturing phase, if you can educate prospects and guide their thinking to incorporate specific requirements and ways of thinking about the market, your company and solutions will be much better positioned in their minds when they finally decide to make purchases.
5. Study the Digital Body Language:
Digital Body Language is the aggregate of all the digital activity you see from an individual. Each email that is opened or clicked, each web visit, each form, each search on Google, each referral from a social media property, and each webinar attended are part of the prospect’s digital body language.Just like the body language is read by a sales person managing a deal, digital body language is an amalgamation of all the digital touchpoints. Digital Body Language can help you understand where your prospects are in their buying process. As they progress through the process, they’ll reach a point at which your lead scoring system tells you they’re ready to engage with the sales process.