With more organic lead traffic coming your way, how you track and move those leads forward is important
There’s been more attention on organic leads than ever before—and that’s not surprising. With the internet at our fingertips, most people turn to search engines to start seeking out products or services they may be interested in. That goes for landscaping services, too.
If you have a solid website and if you’ve given some thought into SEO and how to drive those searches your way, you may find yourself with lots of organic leads. How you keep track of those leads and how you qualify them will make a huge difference in your success. Along with that, how well you push those qualified leads through the proposal process can impact how many qualified prospects actually go ahead and sign the contract, becoming your client.
The last thing that you want is for organic leads to go to waste because they aren’t captured and managed well. Paying closer attention to how you’re tracking leads and moving them through your sales cycle is incredibly important.
Focusing on Better Tracking
Streamlining your process all starts with better lead tracking. If you’re currently using an Excel spreadsheet to track your incoming leads, you might be finding that it’s not really scalable as your number of leads grow.
Early on, Excel might have worked to track leads. But as your business has grown and your organic lead generation has become more robust, you might be finding that it’s falling short. Plus, working with Excel can get messy—and there is a tremendous amount of room for error.
You certainly don’t want to lose track of leads which could mean lost sales potential.
It’s also problematic that Excel cannot integrate with the rest of your data. A lot of landscape business owners also build their proposal templates in Excel. Then they may take that information and merge it into a WORD document to create a mailable or printable proposal. But this just opens up so much room for error.
Using CRM to Track Leads and Streamline the Process
The superior solution is using a solid CRM program to begin tracking your leads, determining which are qualified leads that you want to move forward with, and putting them into the sales cycle. Then, you want to be able to move forward seamlessly with a bid or estimate.
Using Asset can definitely streamline this process and save you time. The use of a landscaping proposal template simplifies the move from qualified lead into an estimate by allowing you to pull up standardized language relating to the agreements for each of your proposals. As a result, you’re able to create a proposal quickly but without sacrificing quality or accuracy.
Along with that, it’s beneficial that your entire sales team will be working from the same templates. One of the common mistakes to happen during the proposal generation process is that different salespeople will utilize different proposals or produce different information. This can lead to a lot of inconsistency—and a lot of frustration.
But by using CRM software with a proposal management tool, you eliminate those problems.
Getting More Signed Proposals
Once the proposal is created and in the hands of the customer, the goal is obviously to get that signature and move forward with the work. With so many of these contracts being sent electronically, the capability of an e-signature platform is also essential.
Recently, Asset has introduced iEsign, another tool available to streamline the sales process. With this in-house e-signature platform, Asset users no longer have to rely on a third-party e-signature provider for this capability. This means it’s now easier than ever to get contracts to clients, have them signed, and get them right back. Everything is more streamlined.
Keep Your Eye on Organic Lead Generation
With more leads coming your way, it’s important that you’re paying close attention to how you track and manage leads—as well as how you move them forward in your sales cycle. With the right software, this process can be streamlined to benefit your clients—and ultimately you, too.