Category: Marketing

Category for “Marketing”

How to Make Your Sales & Marketing Teams 💖 Your CRM

How to make your sales and marketing love your CRM

With Valentine’s Day quickly approaching, it’s time to think about your relationship… with your CRM. For most businesses, things can be a little rocky. Complex processes, inconsistent data, and busy sales and marketing teams can quickly relegate a CRM to the back burner.

All is not lost, however. You can rekindle the love between your sales and marketing teams and your CRM. Here’s how.

💘 Make it easier to access accurate data

Love for team workTrust is the foundation of any healthy relationship. Your sales and marketing teams want to believe that their CRM is giving them the right information on leads and customers, but if your platform has provided inaccurate, duplicated, and confusing data in the past, that trust will need to be rebuilt.

You can take time cleaning up the data in your CRM by deleting duplicates and ensuring that team members enter data in a consistent manner.

However, the best way to restore confidence in your CRM is to use a platform that automatically imports real-time data on every contact.

Here at GoCRM, our system integrates with hundreds of platforms and imports all relevant data into a central database. That means that with less effort your teams enjoy access to accurate, updated information they can rely on.

No more manual updates. No more juggling data spread across multiple apps. Your team won’t even have to write down the information gathered in their phone conversations. GoCRM’s cloud-based VOIP system will record and import phone calls, too.

Give your team the gift of an accurate CRM (that doesn’t require constant manual updates, no less!) and watch their love for their CRM blossom anew.

💘 Make it easier to use that data

In order to help your sales and marketing teams fall in love with your CRM, you’re going to need to speak their love languages: Analytics and Results.

Your marketing team uses information about how people respond to each campaign to determine which campaigns are most profitable and effective for each target audience. Your sales team uses data to tailor messages and strategies to each lead so they move smoothly through the sales funnel to a conversion.

If their CRM can make it easy to access and use that data, then they’re going to feel the love. How can you ensure that your CRM provides relevant marketing and sales analytics?

Find a CRM that automatically tracks data for every lead. The GoCRM platform is capable of analyzing everything from the origin of a lead to the actions they take with your business to the relative effect each interaction had on their decision to convert.

Using dynamic number insertion that assigns a different phone number to each marketing campaign, GoCRM can even track the origins of leads who call your business instead of contacting you online.

With real-time analytics at their fingertips, your sales and marketing teams can easily track all the important metrics that tell them

  • How each marketing campaign worked
  • How effective each sales interaction was
  • How each target audience responds best
  • How to get the most out of every marketing dollar
  • How to approach communications with each lead
  • How to close more sales
  • Which efforts had the biggest ROI
  • And more

💘 Demonstrate the CRM’s usefulness

Love for dataYour sales and marketing teams may not love the idea of a customer relationship management software, but they will love seeing what it can do for them.

Convince your teams to fall in love with your CRM by showing them how the CRM can transform their work.

With the right CRM, you can help your teams accomplish some of the following tasks:

  • Increase leads
  • Increase sales
  • Boost ROI
  • Shorten time to lead
  • Reduce time to conversion
  • Improve marketing efficiency
  • Save money and time
  • Streamline business processes
  • And More

Let your team start imagining what’s possible with an accurate, comprehensive, and intelligent CRM, and watch them fall in love.

💘 Reduce manual tasks with automation

Work smarter, not harder, with a CRM that uses automation to save your sales and marketing teams time and effort.

With GoCRM, you access automated workflows, email drip campaigns, data imports from hundreds of apps, phone call recordings, and more.

Use these automated features to connect with and nurture more leads with less effort. For example, create an automated on-boarding process for new clients or a workflow that targets cold leads.

Nurture leads by automatically providing resources, or trigger an automated email every time a lead submits an online form.

When your sales and marketing teams see your CRM putting as much effort into the relationship as they are, they’ll begin to appreciate everything the platform can do for them.

💘 Provide ample training

Training loveA team that doesn’t know how to use the CRM will never truly love their CRM. With busy schedules, your sales and marketing staff won’t want to take the time to figure out a confusing platform.

Make it easier for them to use your CRM with ample training (and an intuitive platform). That means you’ll want to choose a CRM that offers the following features for getting to know the platform:

  • Multiple training sessions
  • Integration with your current processes and best practices
  • Gradual introduction of relevant features
  • Ongoing support for questions and problems

Don’t forget to choose a CRM that offers a free demo and/or a free trial. Having the chance to take the CRM out on a few dates before committing can ensure that the platform you choose is the one for you.

💘 Provide incentives for using the CRM

If your sales and marketing teams aren’t ready to commit to your CRM quite yet, you may need to woo them with more than just the platform’s coolest features.

Offering incentives for using the CRM can be an easy way to encourage engagement with your platform until your teams can start seeing exactly how much of a difference the right CRM can make in their day-to-day work.

Choose an incentive that will truly motivate your teams. Try offering vacation days, bonuses, or a team meal for consistent use of the CRM.

Don’t forget: When your team experiences success and milestones thanks to the CRM, make sure to celebrate those achievements. Recognizing the impact your CRM is having can make your team excited about continuing the relationship.

💘 Choose the right CRM

Falling in love with a CRM means finding the platform that is right for you. Take a few CRMs out on a first date and only go deeper with the platforms that click during the demo or the first conversation.

Most importantly, look for a CRM that meets your business needs and can be customized to your business practices.

GoCRM might just be the match made in heaven you are looking for. By offering you and your sales and marketing teams the support they need to work smarter, not harder, GoCRM makes it easy to enhance lead management, from lead generation, lead nurturing, and lead conversions.

💡 Takeaways

If you are looking to reignite love for your CRM, then consider choosing GoCRM. Contact us today to get a free demo and start the process of helping your sales and marketing teams love your CRM again.

Advanced Marketing Attribution: What It Is and How to Get Started

Advanced marketing attribution

Effective marketing strategies result in tangible, measurable behavior from target audiences. Identifying and using these strategies can improve your ROI, but doing so isn’t always straightforward when using multiple channels to market your business or brand.

When someone fills out an online form or calls your business, you need to know why they made that decision. Was it your Facebook ads or your Google Ads? Your latest email offer or your flyer?

Enter advanced marketing attribution (AMA). Using detailed analytics, this type of marketing attribution can pinpoint which marketing efforts resulted in conversions. But what is marketing attribution? And how can you get started? Read on to learn more.

What Is Advanced Marketing Attribution?

Marketing attribution is the process of associating specific marketing efforts, called touchpoints, with specific customer behavior.

For example, if you track how many people opened and responded to an email, you are engaged in a straightforward form of marketing attribution called single-touch attribution.

Advanced marketing attribution takes this process further. Sometimes referred to as multi-touch attribution, this process evaluates and compares the impact of multiple touchpoints.

You may even be able to determine which touchpoint played the most considerable role in encouraging consumer action. For example, if an individual sees both your Google Ads and your flyer, you can use AMA to determine which of the two ultimately convinced them to act.

What Are The Benefits Of Advanced Marketing Attribution?

Taking your marketing attribution to the next level presents two main benefits for your business, these are:

Optimized Marketing Strategies

AMA allows you to evaluate each touchpoint’s relative effectiveness and focus only on the most productive ones.

It also shows you essential granular information, such as which touchpoints:

  • Combination works best
  • Delivered the most conversions
  • Resulted in the most significant profits
  • Work best for each target audience
  • Work best at specific stages in the sales funnel

Because you can use AMA to determine the most effective approach when targeting specific audiences, funnel stages, and more, you can personalize your approach for individual leads to maximize your chances of eliciting action from them.

Optimized ROI

Personalized, targeted marketing efforts allow you to maximize the results of your marketing budget and tactics by focusing on those that are proven to deliver the best results for your business.

By spending less money to achieve more sales, you can achieve a more significant ROI, thanks to the AMA that tells you which marketing tactics are driving consumer actions.

The Tools Of Advanced Marketing Attribution

Advanced marketing attribution relies upon many sophisticated tools and strategies that deliver the in-depth analytics necessary to view a consumer’s journey to conversion and pinpoint the critical influencing factors along the way. Next we’ll discuss its two main tools.

Data Collection

AMA focuses first on collecting data regarding every lead who engages with your business. In particular, this approach identifies the touchpoints that drove consumer actions.

Take dynamic number insertion, for example. This strategy involves creating a unique phone number for each of your touchpoints. For example, your Google Ads and your email offer landing page would each have a separate phone number that forwards to your business.

If you can see which phone number each lead called, you can see which touchpoint convinced them to act. Collecting this data from every lead allows you to see whether your Google Ads or your email offer were most effective in generating leads.

Dynamic number insertion is only one tool that allows you to evaluate the driving force behind only one type of customer action: Phone calls.

You need data on what is the driving force behind leads who contact you in other ways. Such as via your website or by walking into your store, for example.

Besides, you need to know how a lead behaves after contacting you and whether specific target audiences differ in the type of marketing efforts that prove most useful.

AMA uses a variety of tools to help you capture a comprehensive picture of your marketing effectiveness and collect information such as the following;

  • Lead origination across all forms of contact (Phone calls, emails, online forms, foot traffic)
  • Impact of both online and offline marketing efforts
  • Lead action after brand engagement

Data Analysis

AMA also enables you to analyze all of this data to gain actionable insights into your marketing efforts. Use it to accomplish the following:

  • Evaluate the impacts of marketing on leads at every stage of the sales funnel
  • Track each lead’s entire journey through the sales funnel
  • Break down lead response to your marketing efforts based on demographics (e.g., age, location, income level)
  • Analyze all data to determine the most effective marketing strategies

You can even use AMA to evaluate the best way to approach leads based on their demographics, thereby personalizing your response and maximizing your chances of winning a conversion.

How to Get Started

The only way to obtain all of this data and analyze it effectively is through a platform that can deploy advanced marketing attribution, centralize the data, and evaluate the analytics.

There are many platforms available for implementing AMA, but it’s best to combine the benefits of CRM with the advantages of AMA. For that, you need GoCRM.

Our platform makes it simple to collect and analyze the information you need to pinpoint the touchpoints that generate specific consumer engagement with your brand.

Here are just some of the features that make AMA easier for you:

  • Dynamic number insertion and call tracking
  • Automated tasks and workflows
  • Centralized data storage
  • Integration with hundreds of platforms
  • Automatic data importing from each platform
  • Detailed analytics
  • Lead origination tracking

If you want to get started with advanced marketing attribution, reach out to us today. We can provide you with a free demo of GoCRM and the tools it offers you to help you understand and act upon the driving forces behind consumer behavior.

Small Business Call Tracking

Business call tracking: how it works

What Is Call Tracking And How Does It Work?

When a customer calls your business, you need to know how they learned about you. Business call tracking provides this answer. This marketing tactic gives you an accurate way to track phone calls from both online and offline marketing efforts for a very reasonable cost.

What Is Call Tracking In Business?

Call tracking in business is the practice of linking specific phone numbers to specific online and offline marketing campaigns. When a customer calls your business using one of these numbers, you can easily identify which campaign drove the customer to call you.

In addition, by using call tracking technology, sales and marketing teams can enjoy a 360-degree view of the phone call and the lead behind it. They can track information such as how the call went, how the lead responded, and whether a conversion ever took place.

What Is Dynamic Number Insertion?

Dynamic number insertion is the practice of assigning a unique number to each campaign you wish to track. Potential customers who call that unique number are forwarded to your primary number. Your call tracking technology logs which unique number the caller is using to reach you, so you can easily link them to a specific marketing effort.Dynamic number insertion in action

For example, you may assign one number to your social media campaign, and one to your billboard campaign. When a prospect sees your billboard and calls the number, the call tracking technology logs the billboard number as the one that was called. The same process would apply every time someone called the number you included in your social media campaign.

You can use DNI to assign a separate number to every online marketing campaign or advertisement you create. However, DNI works best when you limit your numbers to two online numbers (One for your website and one for your other online efforts) and other unique numbers for each of your offline advertisements.

How Does Business Call Tracking Work?

How dynamic number insertion works

Call tracking works by using dynamic number insertion to assign a unique number to each of your desired campaigns, whether online or offline. That technology then creates an entry in your dashboard every time someone uses one of those numbers to call your business.

In concert with robust customer relationship management, call tracking paints a complete picture of every phone call that comes from your marketing efforts. Integrate call tracking with your CRM to evaluate the quality of the call, record follow ups, and track interactions and conversions to take the next best steps to turn your phone leads into paying customers.

Why Is Call Tracking Important In Business?

Call tracking in business is important because, even in a digital age, phone calls generate leads and sales. As a result, businesses need to understand exactly how phone calls are contributing to their bottom line. Call tracking provides this information by developing a picture of who called from each campaign and what those phone calls (And, by extension, those campaigns) did for the business.

Mobile searches lead to phone calls 61 percent of the time. About 65 percent of Fortune 500 companies consider phone calls to be their highest quality lead generators. Yet, phone calls are not trackable using traditional online analytics. Without call tracking, phone calls generated by your online and offline campaigns do not count in your total numbers.

Call tracking fills in this missing information so you can accurately evaluate your campaigns, follow up with potential leads, and focus your marketing and sales efforts on those campaigns and leads that matter most.

Call tracking even allows you to evaluate the effectiveness of your sales strategies and the quality of your sales calls. As a result, call tracking leads to (1 Improved ROI (2 More conversions and (3 Better customer service.

Call tracking is not the same as recording phone calls (Though you may choose to do that as well). It simply records the phone number that the prospect calls in order to track marketing campaigns and sales strategies. As a result, call tracking is a legal practice that does not infringe on the privacy of your customers.

If you do choose to record phone calls as part of your call tracking process, you may need to follow certain steps to inform the caller that their call is being recorded. Before implementing call tracking or recording, be sure to check with a legal professional about the intricacies of doing so in your state and your situation.

Can Small Businesses Implement Call Tracking?

Call tracking is a valuable tool for small businesses who want an easy and inexpensive way to track their marketing campaigns and include phone calls in their analytics. Call tracking is simple to install, because it does not require advanced hardware or infrastructure, and it is cost-effective, fitting into almost any small business budget. In addition, call tracking can even save small businesses time and money by allowing them to focus their resources on the marketing and sales strategies that work best.

How Much Does Call Tracking For Business Cost?

Call tracking for business is relatively inexpensive. GoCRM, for example, only costs $39 a month per user for a full suite of CRM tools and integrations. You can then add dynamic number insertion to your monthly package for only $45 a month. Other CRM call tracking platforms range between $25-$125 per user per month.

Other CRMs also allow you to integrate call tracking with their platforms, for an additional cost. Consider the integration costs of these CRM softwares:

Salesforce: Up to $25 per month, per user

Close.com: Will provide call recording at its business level of $123.25 a month, but does not provide dynamic number insertion.

Freshworks.com: Allows you to buy, mask, and port numbers. Its costs range from free (plus $1 a month for each number you buy) for startups to $99 a month per user plus $1 a month for each number you buy for enterprises.

What Are The Pros And Cons of Call Tracking For Business?

Call tracking can increase ROI and improve customer experience. Taking the right steps can help businesses reap these benefits while avoiding downsides such as technical difficulties and potential confusion among consumers.

Some of the pros of call tracking include: marketing attribution, fewer lost leads, time saving, more control over sales and marketing and its affordability even for small businesses. Some of the cons include: lack of SEO friendliness, potential for customer confusion and technical difficulty when implementing.

Let’s look at the pros and cons in detail:

Pros

Cons

Marketing Attribution

Call tracking makes it easy to attribute every lead to a specific marketing effort and to analyze the effectiveness of each campaign, even those that do not benefit from traditional online analytics.

Lack of SEO friendliness

If you use too many unique numbers to track your online marketing efforts, you risk running afoul of Google, who may penalize your website for what it considers to be gray SEO techniques. Communicate clearly with Google’s search bots by limiting your online numbers to two and by avoiding the use of call tracking in your directory listings.

Fewer Lost Leads

Call tracking cuts down on the number of leads that fall through the cracks by ensuring that every lead is logged and tracked. Call tracking also ensures that leads earned through phone calls instead of digital means are recognized.

Customer Confusion

If customers see different numbers for your business in different locations, they may be confused about which one is your “real” number.

Save Time

Call tracking saves time by improving the efficiency of marketing campaigns and by automatically identifying the origin and progress of phone calls. That means that your sales and marketing teams can target their efforts on growing impactful campaigns and processes.

Technical Difficulty

If your call tracking technology does not work correctly, or if you do not understand how to use it, you may not reap the full benefits available through this strategy. You can prevent these problems by choosing a reliable business, like GoCRM to provide training and support to ensure the smoothest use possible of your call tracking technology.

More Control

Call tracking improves the control you have over your sales and marketing efforts by delivering actionable information to your fingertips.

Affordable

Call tracking can be implemented for a very low cost. As a result, even small businesses can afford to track their marketing performance.

The pros that call tracking offers are important in driving increased ROI and in crafting more effective marketing campaigns and sales approaches. Call tracking does have a few potential downsides that you need to be aware of. However, savvy use of the right call tracking technology can help you to avoid many of these problems.

How Can You Implement Call Tracking?

Perhaps the easiest way to implement call tracking is through a robust CRM that includes dynamic number insertion and call tracking in its services. This way, you enjoy total integration and reliable training and support from the get-go.

GoCRM provides dynamic number insertion and call tracking that seamlessly integrates with the rest of the platform. As a result, call tracking becomes one tool in an entire suite of tools designed to help you track, engage with, and convert leads at every stage of the sales funnel.

Marketing Attribution

How To Track Your Marketing

If you can measure it, you can manage it. Tracking your marketing is about more than just numbers. If you do it right, you can use the data to determine what is or isn’t working and to measure the efficacy of different channels and campaigns. Ultimately, this puts you in a position where you’re able to decrease marketing spend on underperforming channels to maximize results from high-performing channels, thus creating a cost-effective marketing strategy that gives you the results you want.

GoCRM offers advanced marketing attribution features that collect valuable in-depth data and help you find out exactly how you should adjust your marketing strategies to increase their results. With so many different marketing campaigns and channels, GoCRM helps you track the detailed performance of each. Let’s understand how to track your marketing with GoCRM.

Marketing Channel & Campaign Tracking

Regardless of your industry, any effective marketing strategy relies on an omnichannel approach. This means you use various channels – like radio, magazines, email sequences, social media ads, SEO blogs, etc – to attract leads. And often, a channel can have multiple marketing campaigns running at once. A singular marketing campaign can also span across various channels. This can get tricky to track if you don’t have the right system, but GoCRM tracks your marketing results across every channel and every campaign.

It assigns specific phone numbers or URLs to your marketing channels and campaigns. This tracks where leads come from and show exactly how many leads a specific source is bringing in. This helps you to get a better idea of how your different marketing channels and campaigns perform. The GoCRM system automatically organizes all your leads into one centralized location where you can see every lead’s exact journey. You can easily view any contact to instantly see their origin, channel, and campaign.

The Methods:

GoCRM offers attribution features that act as the perfect tracking toolbox. Because the system is integrated with all your marketing efforts across the board, it collects valuable data and helps you track your marketing in three main ways:

Call Tracking

Call tracking gives you in-depth information on every person who calls your business and correlates incoming calls with different ads or marketing campaigns. This helps you understand which campaigns are working and how you can adjust your marketing strategies for improved capturing and conversion.

GoCRM helps you detect leads by assigning different phone numbers to different marketing elements. Whenever a lead uses a specific contact phone number to contact you, you will know which marketing material they engaged with. This way, you can connect leads to the right channel, measure different channels, and analyze whether results match spend.

Dynamic Number Insertion & Form Tracking

Instead of just knowing a lead came from your website, GoCRM integrates with your website to track all forms and phone calls and the lead’s entire session data. Dynamic Number Insertion (DNI) integration changes any phone number from within the website to update in real-time in every place where it’s listed to measure the impact of marketing efforts on inbound contact.

Through DNI, GoCRM integrates with your website and tracks all website form submissions and calls to collect the following information: Page URL, Referrer URL, Landing Page URL, UTM source (tracks which platform the traffic comes from, like Facebook, LinkedIn or Twitter), UTM medium (shows what kind of traffic it is, such as paid, referral, organic, etc), and UTM campaign (pinpoints the specific campaign that resulted in the traffic.) This way, you can see the lead’s behavior and their steps taken while engaging with you. GoCRM’s web tracking can also be used for designated URLs to gauge how certain campaigns, products, or special offers compare to each other.

 

Direct Lead Integration

Even direct leads can be tracked with GoCRM’s advanced direct lead integration. It uses third-party Zapier integrations to collect leads which can then be automatically assigned to a source from within GoCRM.


Examples:

Wondering exactly how these tracking methods work? Here are some examples of what you can do with your GoCRM tracking tools:

Offline Channels

With the GoCRM Channels toolset, you can create unique phone numbers and track custom URLs for your marketing pieces. So say you had a promotion being advertised through direct mail, this postcard will have a designated phone number and/or URL so that if somebody calls you from the postcard, the system will know where the call originated. If somebody visits the landing page, then makes a phone call or submits a form, through DNI, we’ll be able to trace it back to the source direct mail.

 

Online Channels

Leads come from various places online, like Search Engines or Social Media. GoCRM combines call and URL tracking to accurately determine where leads found you. It determines what post, ad, campaign or other element lead them to you. This example shows how GoCRM tracks incoming leads from Facebook through a variety of methods. It also demonstrates how a lead is tracked if they directly called the unique number listed on a Facebook page.

Third-Party Direct Sources

Whenever a form is filled out by a lead, whether it’s online or offline, it will be tracked. GoCRM also lets you integrate direct sources from a third party with Zapier integration. The system uses all the information available on a lead to autofill forms with their right details and ensures all third-party forms are captured as well.

Don’t Forget About Reports

While having access to data about your marketing performance is great, it’s only one part of tracking. The other part is being able to view all of this information in a way that helps you understand what is happening and learn where you should make changes. This is why GoCRM also gives you the option of creating detailed reports of your data.

The system compiles all tracked data into an in-depth report that breaks down your marketing performance. These results can be viewed by channel, show the month-to-month growth of each, as well as how many deals were closed from every channel. These reports measure your marketing spend compared to the results to tell you what the ROI of different marketing tactics are. Essentially, detailed reports help you minimize marketing spend while maximizing results.

Curious about GoCRM? Try it free for 30 days to see these tracking features and much more in action.

7 Ways CRM Software Can Be Used For Marketing Purposes

Vector illustration of people celebrating around large target with arrow in the middle

Customer relationship management (CRM) has long been considered the purview of a company’s sales team. Marketing delivers the leads, but it is the sales team’s responsibility to nurture those leads through the sales funnel.

Not anymore. With CRM software rapidly advancing in its features, capabilities, and customization options, it is now as much a tool for marketing as it is for sales. In fact, when businesses use CRM software to merge the efforts of marketing and sales, they create a powerhouse of customer conversion.

crm-for-marketing-graph-1

CRM marketing strategy focuses on a number of specific areas where the CRM’s functionality can inform, automate, and improve the marketing field.

Lead Targeting

The importance of CRM in marketing begins with identifying the best audiences to target with specific marketing efforts. CRM software also allows marketers to identify and target the most profitable prospects, as well as qualify leads before handing them over to sales.

CRM software accomplishes this task by pulling in information about potential prospects from every possible source. GoCRM, for example, can pull data from hundreds of sources in order to create a complete picture of every prospect. This data is placed in one central location for easy access by marketers and sales teams alike.

Marketers can identify the audiences that make the most purchases, deliver the most revenue to the business, respond the most to certain marketing tactics, and more. Armed with this information, they can deliver targeted marketing that maximizes revenue and profits.

Lead Qualification

Without the right CRM marketing initiative, businesses have two options: Send every lead to the sales team or spend many hours manually qualifying leads before handing them over to sales. The first option overwhelms sales with leads that may or may not be ready to engage with the business, while the latter consumes time the marketing team needs to reach new prospects.

That is why one of the most useful marketing CRM features available to businesses is automatic lead qualification. As leads begin to come in, the CRM software can analyze the information associated with the lead, assign it a lead score, and take automated action depending upon that score.

Among the many CRM marketing examples available is the CRM’s ability to automatically send high score leads to the sales team, along with all relevant information. At the same time, low score leads may trigger additional marketing campaigns, automated follow ups, and more.

Lead qualification is useful from a marketing and a sales perspective. It allows the marketing team to identify prospects who require marketing follow up, while saving both marketers and sales team members time and effort. With more qualified leads and greater clarity about those leads, sales can focus on what they do best: Closing the deal with the leads that marketing delivers.

Audience Segmentation

Any CRM marketing strategy has to include segmenting audiences. Chances are, you already segment audiences in order to deliver impactful campaigns to the right groups of people.

However, segmentation can be an arduous manual task that is prone to errors. Without enough information about a potential prospect, you may place them into the wrong category, which means they receive marketing messages that are not relevant to them.

Today, marketers need the ability to personalize their messaging to every potential prospect, and that means they need detailed information about every potential prospect. CRM software delivers by gathering information about prospects from every possible source into a single, organized location.

Imagine moving your marketing segmentation from broad categories like company or industry, to specific categories, such as last product viewed, emails opened, hobbies, social media frequented, and more. Imagine the level of personalization you could achieve, as you craft messages tailored to every prospect’s needs and interests. CRM for marketing makes this possible.

Personalized Messages

Personalized marketing gets results. Consider these statistics:

That is why CRM marketing initiatives have to include personalization. With the CRM software at their fingertips, marketers can immediately access a wealth of information about their target audiences, and they can automatically craft personalized messages to them.

For example, an email campaign to an email list can include a prospect’s name, as well as personal details such as the company they work for. More in-depth information, such as a prospect’s hobbies, can also be used to identify messages and channels for effective marketing communication.

The key to this type of personalization is marketing CRM features that give marketers insights into their target audiences. Customizable fields, like those in GOCRM, for example, allow you to capture and organize any information you find helpful in crafting your marketing messages.

Segmentation and personalization work hand-in-hand. Marketers can customize their CRM to gather any data they need to achieve their desired audience segmentation. Then, they can use that data to choose which messages will be most impactful for each audience and even each individual prospect.

Together, segmentation and personalization drive more qualified leads into the business, and then help to nurture those leads through the sales funnel toward conversion.

Automated Lead Nurturing

Marketing doesn’t just stop at passing a lead over to sales. Marketing messages delivered at every stage of the sales funnel can provide prospects with the information and the encouragement they need to take the next step toward conversion.

Identifying where every prospect is in the sales funnel and delivering the right message at the right time and in the right place is impossible for businesses attempting to track their leads manually. Leads will fall through the cracks and sales will be lost.

CRM for marketing, however, closes the gap between marketing and lead nurturing and automates the process of analyzing and responding to leads at every stage of the sales funnel. The software can accomplish these tasks because of its ability to collect and analyze large amounts of data about every customer.

For example, your CRM software can identify a prospect who makes a purchase and automatically begin a campaign to win that customer’s repeat business. In addition, the CRM can see how that client prefers to receive information (i.e. Facebook ads or emails) and deliver the re-engagement campaign through those channels.

Lead Follow-Up

Following up on prospective customers isn’t just the responsibility of the sales team. Marketing also requires certain actions in response to prospect activity.

For example, social media engagement requires a prompt response, as does a review left on your website. Your social media manager needs to know when individuals take these actions.

Similarly, new information about a prospect may require a new marketing message. That means your marketing teams needs to know when new information arises.

At these times, CRM software can enhance marketing’s ability to respond in a timely and appropriate manner. Automated processes within the CRM (which you can customize and integrate into your existing workflows), ensures that no follow up task goes unnoticed.

For example, the CRM may alert members of the marketing team when prospects take certain actions, like opening emails, responding to a social media post, or leaving a review.

The software also provides a place where new information about prospects is gathered, integrated, and made available to every marketing and sales team member. Everyone has access to the most accurate and up to date information about every prospect.

The right CRM platform may even be able to automatically complete some of that follow up for you, reducing your team’s workload and allowing them to focus on the more complex and important marketing interactions necessary to drive customers down the sales funnel.

Performance Tracking

Analytics are central to any marketing campaign. With data on the performance of individual campaigns and advertisements, your marketing team can pursue the most successful efforts to maximize leads and conversions among every target audience.

CRM for marketing delivers the most detailed and organized analytics possible for your marketing team by tracking the origin of every lead, the quality of that lead, and the revenue generated by that lead.

With the right CRM, there is no guesswork about the success of your marketing. With that knowledge comes power: The power to fine tune your messaging to get the most qualified prospects to engage with your business.

When you optimize your channels, your messaging, and your prospects based on real-time data and actual results, you can develop an ongoing marketing plan that drives leads and sales for your business.

As your marketing becomes smarter, thanks to your CRM software, you gradually drive down marketing costs and costs per acquisition. You also save time, which means you have the time and manpower you need to expand your efforts to reach new prospects.

To enjoy the benefits of CRM for marketing, you need the right CRM software. GoCRM delivers a full-funnel approach and integrated CRM marketing features.

Request a demo today to find out how a customized, integrated, powerful CRM software can turn your marketing team into a marketing powerhouse.

SMS Marketing Automations For Real Estate

real estate sms marketing automation

Sales and marketing automation has led to synchronized actions from different departments and teams towards different goals and targets. It has streamlined customer connect and reduced turn-around times. In automated real estate processes, text marketing for realtors has emerged as a favorite business strategy. It is quick and easy. Many clients seem to prefer it to other promotions. For the real estate industry, a CRM with text messaging has bolstered reliability and performance.

We have listed 6 real estate text marketing scenarios with examples that can be implemented in your marketing communications strategy.

1. Reply instantly to leads with auto-responders

Online when the world sleeps? Offline when your client isn’t? Missing out on leads? Many real estate agents face this dilemma at one time or another. They fail to establish an immediate response to client queries. Even well-meaning clients who express an interest in a property at the dead of the night hope to be quickly taken in. But you have just fallen into a well-deserved nap. There’s trouble in river city tonight.

A delayed response from your end sends the signal that you are not sincere enough and the deal dies a premature death. Enter real estate text messaging. With suitably worded auto-responders you can now reply to client queries instantly, whether you’re napping, eating, cycling, snorkeling or showing another client around.

Auto-response real estate messages to clients can be formulated in any way you like. Example:

Hi {client name}, you expressed an interest in a property at {street address}. What time can we get in touch with you?

When these messages reach your client’s inbox the moment they click on a listing, they set the ball rolling. Auto-responders automate the first contact and close the leakage in the sales cycle. Learn how to auto reply a new lead with GoCRM.

2. Follow up with clients with reminders and updates

So, you’ve made the contact, scheduled an inspection and got busy with other customers to schedule more inspections. Your client, meanwhile, has promptly forgotten the date and has almost moved on. Get them back in the loop with follow up messages. Example:

Hi {client name}, check out these photos of the house that I want to show you tomorrow. Let me know what you think.

You might also want to try a follow-up text or email that gets sent automatically after a set period of time. Two weeks, a month or 90 days, whatever you feel is appropriate. CRM with texting features like follow-up message and reminders show your client that you are taking care of their interest at a more personal level. Learn how to automate lead re-engagement with GoCRM.

3. Stay connected with past clients

Texting is not meant for just prospective clients. All your new customers (and especially) your past clients deserve the courtesy of a call, text or email. A simple congratulatory message on buying their home can do wonders. You may also ask how they find the property. A little more engagement on the personal side is a good will gesture you had better take care of. Some examples below:

Hi {client name}, this is {agent name} from {real estate company name}. It’s been a while since we worked together on selling your home on {street address). How have you and your family been?

You can also use the opportunity and ask for referrals:

If you know of anyone considering selling or buying, feel free to share my information with them. I greatly appreciate the referral.

Send messages to get client feedback so you can build a formidable repository of glowing testimonials for your company and services. These will strengthen your online presence and highlight your brand’s reliability. It doesn’t take long for positive news to go viral, especially among the smartphone-dependant customer base. Learn how to automate lead re-engagement with GoCRM.

4. Get access to basic details and preferences from clients

Another way you can use real estate text message prospecting is by asking clients to provide you with basic information. For example, whether they wish to buy, sell or rent out property. These are the texts you should send every online lead. Apart from designing personalized plans for each of these queries, the information is useful for drawing up well-segmented lists of customers with different needs. Example below:

Hi {client name), thanks for your interest in {real estate company name}. Are you ready to sell or buy a home?

What’s even better is that you get a centralized database to access. With real estate text message marketing working in tandem with your business acumen, there is less room for mistakes. All your scattered data – client names, phone numbers, emails, responses, schedules – is consolidated at one place, ready at your disposal. There’s no need to run from mobile to desktop. Learn how to automate customer on-boarding with GoCRM.

5. Follow up after an Open House

Follow-up messages are usually sent after a site visit or an open house. They are also the go-to communication for checking out if clients are still interested in your listing. A simple follow up may read as follows:

Hi {client name}, thanks for joining us for the Open House at {street address}. Leave a message if you have any questions!

The difficult task of getting them to finally visit the site is done. What next? Drawing them even closer. You already have their phone numbers. Drop a text thanking them. It is often useful to ask about their experience or answer further queries. Composing the right message here is important since it can direct the sales flow. Learn how to create segments with GoCRM.

6. Keep it social with birthday messages and holiday greetings

You can’t go wrong with a warm greeting. Everyone likes to feel cherished, especially on their big, happy birthdays. Go ahead and drop the message, for example:

Happy Birthday {client name}, from all of us at {real estate company name}.

A nice happy birthday realtor greeting keeps things cordial and creates a positive impact.

Extend a holiday hug with a season’s greetings. Holidays are the times when families get together and a text at the right moment can trigger lead generation. Learn how to automate anniversary reminders with GoCRM.

💡Takeaways

Real estate messages to clients is the new kid on the block. Home builders are queuing up for this automated service to stay in touch with prospective customers at all times. The need for pen and paper documentation has practically been eliminated.

Through text message marketing service real estate promotions carry a high degree of transparency. Not all customers would want to connect via texts and texting is certainly not meant to be the sole marketing plan. But it remains the quickest and the most personal. Reach out if you want to take advantage of automated text marketing for your real estate business.

Ready to start with sales and marketing automation? Start your GoCRM Free trial to optimize your sales funnel and start closing more real estate sales today.

Business Call Tracking Benefits

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5 Reasons Why Your Business Needs Call Tracking Software

With more light shed on the value of calls in generating leads, converting them, and maintaining excellent customer service, call tracking became very essential to understand how to utilize this powerful channel to close more deals and boost ROI of your marketing efforts. Let’s look at call tracking and learn some of its benefits, specifically for sales and marketing.

In the past, calls were more of a “black hole” in the marketing world, very powerful, but very mysterious. The only thing business owners were able to automatically measure about these calls was the number of calls they were receiving and the geographical location of each. Businesses had to rely on manual processes such as customer surveys, sampling, or call tracing in order to tell which were their lead sources.

Now, call tracking helps marketers understand everything about phone calls; where it originated, how it got handled, when was it last contacted, did the lead convert or not, where things stopped, etc.

What is Call Tracking in 2020?

Call tracking in 2020 is both a process and a technology (software) to enable the correct association of business calls to each lead source. It is used by sales and marketing departments to measure and improve performance-based campaigns in channels such as Google Ads, Facebook Paid & organic, Google My Business, Direct Mail, Billboard, Email, Landing Pages, Etc.

How Does Call Tracking Software Work?

Every ad, webpage, or landing page gets assigned a unique virtual phone number. When the phone call takes place, every interaction (from the first contact to conversion) can be tracked by the business. Each call is recorded and key data metrics can be stored and analyzed for follow up. Finally, they can also be shared to a CRM system to ensure all leads are properly followed up, even after conversion.

Why Business Needs Call Tracking Software?

The value of having a call tracking system in place is that businesses can use data to allocate resources more intelligently, instead of relying on hunches, ever-changing trends or unreliable customer surveys. By being able to tell the source of each lead, business owners, as well as sales and marketing teams can allocate more resources to the best performing channels. They can also remove some others that are not as profitable.

When coupled with a CRM (such as GoCRM), Call Tracking enables you to follow up on leads in whichever stage they are on the sales and marketing funnel.

The importance of being able to tell the origin of each lead is crucial. Let’s look at 5 reasons why your business needs call tracking.

1. Boost ROI of your Different Marketing Channels

You most probably have invested in many marketing channels and you pay quite a fortune on marketing. With call tracking, you can understand which channels originate more calls, and from these calls which channel gets your business excellent and converting prospects. So it is both the number of leads and the quality of leads coming from each channel.

Why is this important?

  1. To enhance the top marketing channels, say the web page most visited and with the most calls, or the social media, or a third party website where you have a PPC ad and so on.
  2. To eliminate campaigns and marketing sources that came out with poor results so you save unworthy spending or put it on your winning horses.

2. Improve SEO/SEM & Website Experience

Similar to the first point, by understanding the web pages and third-part-sources that most calls are coming from., you will understand how you are found by the search engines and what keywords used by customers most to find you and from there you can build an excellent SEO and SEM strategy to drive more leads the same way.

Contact us if you want to learn some clever ways to use Google My Business with Call Tracking for your business.

You can also improve the website experience based on the call tracking data by adding a call-to-action button and improving the user experience with the different web pages.

3. Increase Conversions

Studies found that phone calls have 30-50% conversion rate. With such high-potential prospects, you need to understand as much information as possible about this lead to increase the conversion rate to even more. Such information can be the web page the lead was on, which consequently helps you understand their needs and concerns and where to take it from to close the lead. If they called from and ad, you will be able to understand which selling point to use in your pitch and focus on.

4. Enhance your CRM

Using a CRM system to integrate it with a call tracking software or even better using a CRM that offers call tracking all-in-one helps your business in many ways:

  1. It will save you so much time by automatically adding leads to your database, keeping a record of all past communication with this lead, recording the calls to review before making a follow up call and most importantly, by helping you understand where you stopped and what you can use next to finally close the deal.
  2. Assigning each lead to the right team member based on understanding the channel or the marketing campaign it came from and the time zone and location of each lead. The team member will also be able to go through past communications with the lead, if there is any, for best results.
  3. Team leader monitoring: With a CRM the sales team leader will be able to review each team member’s performance with their assigned leads and will be able to listen to calls to give real and to the point feedback on what can be improved.

5. Providing Excellent Customer Service

Call tracking value doesn’t stop with marketing and sales but continues to customer success. A CRM that records calls and track their source, and can segment calls based on certain attributes of the callers; helps businesses to provide excellent customer service on so many levels:

  1. Listening to recorded calls makes the customer service team able to identify the frequently asked questions, common concerns, and regular complaints and difficulties with the tool/service.
  2. Using all the above helps in building an excellent knowledge page and video tutorials handling all situations where customers got stuck.
  3. Recording calls is very important to improve the quality of the service provided with agents being regularly monitored and given productive feedback on their weaknesses and strengths in communicating with customers over the phone.
  4. Taking the recorded customer feedback and suggestions in considerations in your continuous efforts to improve and add more features/products.

 

💡Takeaways

Call tracking is a game-changing business strategy that helps you determine the real value of your marketing ROI, cut off wasted marketing expenses, convert more leads based on data-driven pitch, identify your excellent sales people and assign them the right leads and finally provide you with customer service insights needed to grow your business.

Ready to start with call tracking? GoCRM offers you call tracking, marketing automation and CRM all in one! Start your free trial now!

Business Texting 101: How and When to Use it

Blog cover - How & When To Use it to Increase Conversion

How and When to Use Business Texting to Increase Sales & Conversions

Texting is now considered the most favored way of mobile communication, replacing calling and emailing among all age groups and genders. The open rate of texts is very high and it is also done very fast. Experts believe that 98% of all text messages are opened compared to only 22% of emails. On top of that, 9 out of 10 messages are read in just three minutes of delivery.

Mobile communication preferences by age & gender Chart

We have previously discussed why sales team should use texting.  Now we will discuss how and when to make the best use out of texting communication in business. Read on to find out how and when to use texting, as well as the best way to implement them in your sales process.

Business Texting Tips

How to Text Your Sales Prospects

While a CRM with texting feature will do the trick, you still need to follow certain rules for best results. Spam is spam and the last thing you want is to get your business considered as a spam and be totally ignored. 

Being a very personal way of communication, texting needs to be approached cautiously or you might lose all the benefits of this excellent communication method. 

So here is a list of business texting rules to keep in mind:

Ask for permission

The ideal way is to have approval from all your prospects to text them through your introductory call. Something simple like “would it be okay if I text you?”. Having your prospects expecting your text increases your chances in achieving the goal of your text.

Introduce Yourself

Whether you were successful in getting your prospect approval over a call or you never had the chance to get on a call with them, always introduce yourself and don’t assume that the prospect remembers you. Use something simple and clear like first name and your business name.

Be Brief

Texting is great because it’s short, the last thing you want is to have an email sent in form of a text. So keep your message short and interesting.

Be Professional

While texting normally includes lots of emojis, acronyms, and sloppy punctuation, it’s best to avoid these when texting your leads. Find your balance between a professional tone and a causal one. And adding a personal touch goes a long way!

Have actual value

So you wrote a short text with the right tone, but what is it that you are actually trying to say? Always have a clear goal and offer a value when texting your leads. You can either: Suggest a call time; Confirm a call time; Answer a question, or; Send a valuable resource.

Don’t be spammy

Too much of anything gives opposite results. Avoid mass generic messages without a clear purpose. When you send too many messages, your prospects will lose interest in actually opening them or going through them.

Consider the timing

If you have these text messages set in part of an automation workflow, always choose a suitable time. Avoid texting outside business hours and on weekends. Take the time zone of your leads into consideration. After all, you are looking for a reply or an action, and your chances will be really low if you text them at the wrong time.

When to Text Your Sales Prospects

GREAT! Now you are ready to start texting your leads and get sales numbers boosted! Here is WHEN to use texting in the sales process:

After the initial introductory call

As we have explained, at the end of your introductory call, ask for permission to text your leads. After the call send more information about what you have went through and some helpful links and resources. You can also ask to schedule to a demo or another call where another key staff member will be joining you.

To confirm a scheduled call/demo

Send a reminder of your call or demo and send a link of the platform you will be using.

To share relevant content

From time to time send your prospects some useful content that you have created on your blog or social profiles or some e-books or case studies that can offer them real value and direct them to your website.

For Following up

After each phase if you start to feel you are going to lose the leads’ interest, you can send a warm follow up with a call to action asking for “another call, demo to other team members”, or you can follow up thanking them for downloading your e-book or checking your latest blog. You can use something similar to “thank you so much for downloading our e-book about Sales texting! Are you available for 5 mins at 3 or 4 today to discuss the how GoCRM can help you get started with texting?

To Send Promotions

If you have a marketing campaign running with discounts or offers you can text your leads list and urge them to subscribe now and benefit from it. If you have a referral program, texting can be a really affective way to announce it and bring in many affiliates. Check out other promotional text message examples.

When Reaching out to Cold leads

A prospect who lost interest and stopped replying to your emails and calls, might take the time to open one last text message. Make it interesting and showing real understanding of their needs. Avoid generic templates, like just checking-in and take time to invest on writing a personalized message with clear call to action.

For Relationship Building

With simple automation and segmentation you can use texting to wish your leads and customers happy birthdays, holidays or use it to go the extra mile and congratulate them in a new job they posted about on LinkedIn or a new fund the company received etc.

💡Takeaways

Texting is a very powerful tool, it is the most used form of communication on cell phones, more than calls, emails and even social media messages. With excellent open rate up to 98% and great speed, you can utilize this tool to increase conversion and close more deals. All you need to do to achieve excellent sales texting is to write the right text message to the right person at the right time.

Ready to start with business texting? Start your GoCRM Free trial to optimize your sales funnel and start closing more sales today.

Top 5 Benefits of Using Text Messaging in Real Estate Marketing in 2020

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Benefits of Real Estate Text Message Marketing

Text marketing for real estate is an efficient way to engage your buyers on their mobile devices and generate leads. You can communicate with them about properties, give the information they are looking for, and lead the mobile users through the sales cycle.

Funnel with different stages in the sales cycle

Sales funnel with objectives and channels

Particularly for a real estate agent who relies on mobile devices, a text message allows them to respond quickly to the users’ queries or requests. Whether it is sending a piece of information about a property listing or a free report, you can use automated text messages to reach them at any time. Text message marketing can increase real estate leads as you can inform the buyers and keep them interested while combining texts with photos, gifs, emojis, or video.

Especially when you compare text message real estate marketing to email, text messages are beneficial as they can be read faster, understood easily, and can reach more buyers.

Let us see here the top 5 benefits of real estate SMS marketing in 2020.

1. Use Designated Keywords to Find New Leads

Real estate text marketing can be a good lead capture system for realtors that lets them attract new customers or nurture current leads. You spend less money and finish the task within a fraction of the time needed for traditional real estate marketing strategies.

You can use specific keywords unique to each listing or location, and use them in your ad or sale sign. Riders and potential buyers can text you these designated keywords to get more information regarding the said property.

You can then follow up with new leads when you send the response text that includes a link directing them to the sales page.

Pro tip: Automate this on-boarding process with a CRM system as GoCRM.

2. Mobile Users Intuitively Understand Texting

SMS Texting is native to mobile devices, irrespective of feature phones or smart devices. So, when using SMS in your marketing efforts, you can be sure there will be no lengthy learning curve as users already have an understanding of how texting works.

Moreover, users have their cell mobile phones close by, wherever they go, which gives them the opportunity to respond faster to your notifications. Besides, text message marketing takes advantage of the short 160-character limit for an SMS.

3. Automatically Trackable Customer Outcomes

Understandably, some real estate leads take time to close a deal since buying a home is a big investment. Automated SMS marketing allows you to set up custom responses for the SMS you receive, based on the buying funnel. e.g., gathering information, comparing builders, getting pre-approved, negotiating the contract, etc.

You can use autoresponders to remind leads of their scheduled appointment by sending an SMS the day before, or a few hours before the meeting. You can track and manage your prospective buyers’ actions easily using a CRM system as well as link clicks and coupon codes.

SMS automation also helps you determine the performance of your real estate marketing campaigns.

4. Target Your Leads with Data Collection Feature

In 2020, traditional marketing on TV or radio does not cut it. Profitable businesses can guarantee ROIs only when they know about their customers and understand them better.

A real estate agent with an automated system in place can collect information on their leads, such as their living arrangements, neighborhood preferences, and financial position. You can access this data collection feature at any time.

Using this data, you can automatically follow up with more property listings on your portfolio. Use your SMS real estate marketing strategies to offer prices that are in their budget.

5. Keep the Buyers Engaged with Text Marketing

SMS has a 98% open rate compared to the 20% of an email. This makes text marketing much more effective than real estate email and social media marketing. Also, the language on texts feels more natural and immediate, which makes people want to respond and keep the conversation going through the texts.

You can use SMS marketing initially to entice customers to bond with your brand. Since the users give their consent to receive promotional and transactional SMS messages, they are genuinely interested in what you are selling.

This opt-in model also helps establish trust among prospective consumers. Once you generate leads, you can start communicating offline, follow up and then, close the deal!

💡Takeaways

Real estate is one of the highly-competitive industries, and real estate marketing ideas keep evolving. Businesses must update themselves to changing times. Once, email marketing had replaced faxes but is now overshadowed by text marketing that offers improved response times. Sign-up for your GoCRM Free trial today!

Automations Beta Now Available

Automations are flows that you build out in a visual canvas by connecting shapes, these shapes create different personalized pathways, that contact would progress to when interacting with your business. It allows for the easy and efficient delivery of information to your contacts.

Automation Settings

Each automation starts with a segment, the segment defines which contacts should enter the automation. It may be that they are on a static list or they submitted a form.

Workflow

There are 3 different types of shapes in GoCRM, these are filers, events, and actions.

Actions
Actions are things that happen to contacts when they are in an automation. You may want to send them an email or an sms or wait for a certain period of time to pass to follow-up. You can also do updates like adding contacts to a list, or creating a task.

Filters
Filters are the traffic directors of the automation, they check if a contact meets certain criteria and then routes them accordingly. For example, I may want to send a different text message to contacts depending on the time of day, or if it’s a weekday or a weekend, or if they have responded in the past or not.

Events
Events are conditions in order for the next step to continue, the automation waits until the user or contact has completed one of these steps before progressing to the next shape. For example, the automation may wait until the contact has replied to a text message, or the deal stage has been changed by a user.

Now we will connect each action shape together, when connecting a filter, make sure to select the appropriate option to stop or progress contacts through the automation. When these shapes are connected into sequences the automation will progress through each stage doing exactly what you tell it to. Automations will not become active until you’re completely ready to go, this means there are no accidental emails sent or confused customers.

When you’re ready you hit Start Automation, and the automation will do the busy work for you. For ideas on how you can use automations, visit our blog! But for now, that’s what is an automation.