CRM and website integration is a "must do" in today's digital world. Many companies operate their CRM solutions and website activity functions independently, never realizing the added value of integrating these processes. Here are four ways that integrating your website with your CRM system will deliver and manage new leads more efficiently.
Some companies have a CRM program (customer relationship management) in place and a website with inquiry forms and calls to action. Many companies operate the two functions separately, never realizing the added value of integrating these processes. However, integrating the two can create the most effective way to manage lead distribution within the CRM system. Here are four reasons that integrating your website with your CRM system will deliver leads more efficiently:
1. Integration is Seamless and in Real Time: Many of today's CRM programs have the capability to instantly import all web initiated customer information into the company's CRM record. When a website visitor requests a quote, registers for a program or opts into a newsletter, this information can become part of the company's CRM database, allowing all departments in the company to access the information. Some CRM programs can accomplish this in "real time", meaning the CRM record is updated the instant the customer request is made.
2. Leads Can Be Automatically Assigned: After the prospective customer requests a quote or sales information, a good CRM software can automatically assign the lead in any way indicated by the sales and marketing departments. For example, the lead can be automatically assigned to the right sales representative by geographic area, job title, industry, etc. The assigned representative becomes part of the CRM record and is alerted of the new lead for proper follow-up.
3. Lead Follow-up Is Efficient: A good, integrated CRM program can automatically deliver any follow-up actions needed for the prospective customer. For the prospect, the system automatically issues an acknowledgement or thank you email or sends out the requested information. On the sales rep's end, the CRM software can alert others in the company of the new lead and schedule the follow-up phone call.
4. Website Power is Optimized to Capture and Distribute Leads: Many companies spend a lot of time and money on their websites, creating fabulous content and adding forms for prospective customers to contact them. Integrating your website activity with the CRM program is the fastest way to capture these interested parties and get them into the sales cycle for conversion.
CRM and website integration is a "must do" in today's digital world. Instead of hiring a full-time staff person to manage your lead distribution function, try integration at a fraction of the cost with no need for time off or healthcare benefits!
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