You spend countless hours and dollars getting enquiries about your products or services, but what happens when you do finally see some interest? Every enquiry should be taken seriously, but this is nearly impossible without a strong enquiry management system in place.
Every enquiry you receive is an opportunity to make a good impression and convert your customer, and the last thing you want to do is botch it with a bad experience. That’s why many businesses are using enquiry management systems to create a consistent approach to every enquiry they receive — and never miss an opportunity to make a good first impression.
In simple terms, an enquiry management system is automated software that works on your front line so that every new enquiry is handled with the care it deserves. Enquires are logged, tracked, and managed systematically so that sales teams can take action. It also gives management a bird’s eye view of how enquiries are handled so they can better predict sales performance. As a result, it not only ensures you put your best foot forward every time but also eliminates the chance of enquiries falling through the cracks. This way, you can properly handle and follow up with everyone who requests more information, giving you more chances to sell and grow your business.
When you receive enquiries, your management system goes to work in collecting the information you need and putting it into a usable format. Each lead follows the same systematic process and receives a consistent experience, so you don’t have to worry about making a poor first impression. Best of all, leads are tracked and stored in an easy-to-access place rather than being shuffled around in inboxes and spam folders so that you never miss a chance to connect with a potential customer.
One of the major benefits of lead automation is the ability to pair leads with the salesperson that’s in the best position to convert the lead. The enquiry management software can identify and classify each lead and route them to the right person for the next step. Lead distribution is essential to sales teams that want to deliver an optimal experience. It’s easier on the potential customer because they can work with a salesperson that understands their needs from the start. Plus, salespeople can spend more time working with leads they’re qualified to handle rather than wasting time killing potential deals.
The customer experience is arguably the most critical piece of the sales journey. Even with a great product, customers may lose confidence in a company that seems disorganized or not in tune with the customer’s needs. Properly handling enquiries can help to avoid a poor customer experience by providing timely responses and never overlooking an important lead. You can also track your lead interactions and know exactly where a lead stands in the sales process for even more visibility into your sales funnel.
Sales leaders aren’t just concerned with deals that are closing; they also want to know what else is in the sales pipeline. Forecasting is essential when making business decisions, especially when budget needs are concerned. Knowing how many enquiries come in each day, their status in the funnel, and how much each one might be worth can help to set future expectations, make purchasing decisions, and even communicate with investors.
Enquiry management systems are completely automated, giving your sales teams fewer hands-on tasks so they can focus solely on selling. Interfaces are typically user-friendly to keep productivity at its peak. Plus, they can identify their most important leads and enquiries without the guesswork so they always know where their best opportunities lie.