Whether you sell bread at a local market or cutting-edge guidance software for drones, as a business owner you are always in search of your next sale.
This also means, whatever your product, you must continually reflect upon—and, when appropriate, evolve—your sales process.
In this quest, digital tools can be a powerful and sometimes even transformative ally.
Below, we explore five of these tools—and how to get the most out of them.
1. Sales Mapping
Mapping tools allow you to easily create a visual representation of your sales funnels from the moment they enter until they convert.
This allows you to not only see how you currently handle customers, but also look for points in the process where you are most likely to lose a sale.
If, for example, people visiting your website convert at a very low rate compared to other channels, this could very well be an issue that needs to be addressed.
One example of a sales mapping software company is Capterra.
2. Goal tracking
Goal tracking software allows you to identify and track important points in your sales funnel—say, when someone adds something to their online cart, signs up for a newsletter, or makes a purchase.
Goal tracking does more than simply keep track of how many goals your customers trigger, however: It also offers important insights such as when customers are most active, which steps in your sales funnel have the highest attrition rates, and which of your products is most popular.
Goals also provide an early warning system for problems. Say you usually see five goal conversions per day. Then, suddenly, you do not see any for three days. That is something you need to look into ASAP.
The most common goal tracking software is Google Tag Manager alongside Google Analytics—free (to a point) and backed by one of the most tech-savvy companies on earth.
3. CRM software
Customer relationship management software tracks users through the entire sales process. This is particularly helpful for businesses that have longer or more involved sales funnels. A company that, for example, has users book a demo or attend a sales call before the final transaction is made.
The benefit of a CRM system is that it allows you to quickly see where each customer is in the buying process. That means any salesperson can pick up a lead and work it without having to be briefed. A CRM also offers a window into how many people are currently in your sales funnel so you can predict upcoming sales and improve your sales techniques.
One of the most common CRM systems is Salesforce.
4. Analytics tools
These tools are used to track a variety of information about your customers. This can include where they are from, when they visit your website, what information they like to look at and so much more.
Analytics tools are perfect for gathering data on your customers which can be used by your sales team. It also provides feedback on your current sales and marketing efforts.
Again, Google Analytics is by far the most common software used today. It is free and there is plenty of information online that can help you learn how to use it.
5. Marketing automation
Marketing automation may be one of the favorite tools of the modern salesperson. This software can take over boring and repetitive tasks, freeing up your sales team to handle more important work.
One of its most common uses is for automatic marketing emails. These can be generated when a customer takes a certain action like making a purchase or signing up for more information.
Marketing automation can also create custom offers for your clients and score leads based on the likelihood they will convert.
One of the most common marketing automation tools is Hubspot.
Fund your future
Need a bit of a funding assist to get the working capital necessary to evolve your restaurant business? A small business loan or business line of credit can help make your vision for tomorrow a reality today. Idea Financial, for example, offers up to $250,000 in working capital with a quick, hassle-free application and same day approval.
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