Previously we talked about sales techniques to get prospects, today we help you eliminate unwanted leads to have an optimal database.
How good would it be to turn every visitor you connect with into a successful customer? You must keep in mind that Trying to connect with every lead and visitor who lands on your website will only lower your engagement-to-conversion ratio.
Having an effective sales strategy alone will not increase your customer conversion success rate, people who work on it correctly will.
How to work them correctly?
Through precise segmentation: It is essential to ensure that the majority of the visitors you connect with can become potential customers before contacting them.
Precision targeting helps with this by allowing you to filter visitors through multiple levels, each with their own unique set of rules and criteria.
This can be achieved with Zoho SalesIQ – Live Chat for Your Website and Visitor/Contact Management Tool.
Pablo is a salesman who works in a global real estate company. Every day hundreds of visitors visit his website.
On a daily basis, he contacts 20 random visitors. However, most of the visitors Pablo contacts end up missing/not buying. Only 5 of the 20 visitors are valuable prospects and only one signs a deal. What if the 20 visitors Pablo contacts are valuable prospects? 15 of the 20 visitors Pablo contacts would qualify as contacts, and more than 13 of those 15 ended up signing contracts. The 5% success rate will jump to a 65% success rate in the same amount of time.
This is how precision targeting can help improve your business.
What are the stages of precision targeting in SalesIQ?
- 1 – Admin-level visitor routing
- 2 – Operator-level custom views
- 3 – Admin-level lead/contact nurturing
- 4 – Admin-level chat routing
Stage 1 – Visitor routing
Getting the right visitors to the right operators
The first stage of any business is showing relevant visitors to sellers based on critical criteria. Visitor routing shows operators only the visitors that the administrator intended the operator to see. Routing can be done based on various criteria and can be customized by administrators.
Going back to the example, for a global brand, routing visitors based on their locality is essential to improve engagement and make suggestions more relevant.
In global real estate, visitors are directed to the operator based on their location. To apply this rule:
1. The admin needs to navigate to Settings > Visitor Routing > Add > Choose Brand. In the Audience Criteria section, the admin can apply the desired rule. Here the rule is to route visitors from the United States to carriers located in the United States.
In this way, visitors from the United States will only be shown to operators located in the United States. This can reduce the step of asking the visitor about their location and transferring the chat to the operator based on it.
Step 2 – Operator-level custom views
Getting a view of only the desired visitors
If an operator from Los Angeles wants to see only visitors from their city, they can add a custom view. But custom views go even further by providing an option for the operator to prioritize these visitors based on other criteria over the underlying rule. That is, if an operator from Los Angeles wants to see only visitors from Los Angeles, they could also prioritize visitors based on lead score (based on their actions on the website: conversations started, time spent, between others) for better segmentation.
Stage 3 – Lead scoring to nurture prospects
Prioritizing visitors based on lead score and an underlying criteria (city) can help operators better engage. To nurture leads and contacts into the SalesIQ Visitor module and identify valuable prospects from undesirable ones, they must be scored based on their activities.
For example, every time a user visits a property page and spends more than 10 minutes, the visitor’s lead score will increase by 100 points. This can be used to identify nurturing leads with the possibility of signing a deal.
Stage 4 – Chat routing
Connecting visitors with the right operators
If a visitor initiates the conversation first, connecting them with an operator with the right experience is essential. The chat routing feature has the same functionality as visitor routing but with incoming chat requests.
For example, when a visitor with a deal negotiation is in the pipeline, it is crucial to route the visitor to their respective vendor (who is listed in the CRM).
This can allow for faster support and a better deal success rate.
At Etixen we configure tailor-made solutions and provide personalized support for your business.