No planejamento de marketing digital, um dos pontos principais é a geração de leads.
Toda a estratégia é construída para que visitantes deixem seus dados em troca de algum conteúdo do seu interesse.
A partir disso, um relacionamento é conduzido de forma a se obter mais informações a respeito desse lead e fazer com que ele avance na jornada de compra, tornando-o mais engajado com a sua marca e mais próximo de fechar negócio.
A meta de toda agência ou do setor de marketing é passar o lead já qualificado para a área de vendas, ou seja, no momento em que ele já está apto a receber um contato e proposta comercial.
Mas, ainda há muitas dúvidas do que fazer com os leads gerados por marketing e como lidar com eles.
Esse é o seu problema também? Continue lendo nosso post e veja algumas dicas que podem ajudar!
Quando os leads gerados por marketing devem ser encaminhados para vendas?
Se você não conta com o apoio de uma agência parceira é preciso, antes de saber o que fazer com os leads, entender qual o momento de enviá-los para o comercial.
Essa transição deve ocorrer apenas quando o lead estiver qualificado.
A melhor maneira de se reconhecer um lead qualificado é quando esse preencher alguns requisitos que precisam corresponder com a capacidade de compra do perfil do cliente ideal da sua empresa.
Esses requisitos são definidos através de um acordo entre as áreas de marketing e vendas.
Se você atende em um negócio local na região de Porto Alegre, por exemplo, não faz sentido receber leads do nordeste.
Já se você tem uma loja de roupa feminina, receber homens como leads qualificados, provavelmente, não fará sentido.
Esse acordo entre as áreas, preferencialmente, deve ser registrado no SLA – Service Level Agreement – que, em português, significa Acordo de Nível de Serviço.
O SLA é um documento definido em conjunto pelas áreas de marketing e vendas, onde se estabelece quais são os critérios relevantes para que um lead seja considerado qualificado.
Essa definição, que tem o aval dos dois setores e precisa estar de acordo com a capacidade de atendimento do produto ou serviço, passa a definir as regras de transferência de um lead para o comercial.
O que o setor comercial deve fazer com os leads gerados por marketing?
A partir da transferência do lead para a área comercial, essa equipe precisa agir para que a oportunidade gerada seja transformada numa venda.
Para isso, algumas ações precisam acontecer:
Validar a qualificação de marketing
O primeiro ponto a ser observado é a validação da qualificação feita pela área de marketing, ou seja, o lead transferido atende às regras estabelecidas e tem o perfil de cliente ideal?
O lead realmente é um cliente em potencial para a empresa?
Caso não, é necessário alinhar esses pontos com a equipe de marketing ou agência parceira, para que a entrega de leads seja cada vez mais assertiva.
Usar CRM para acompanhar cada etapa
O lead deve ser cadastrado no CRM da empresa, onde serão acompanhadas as ações de cada etapa dos processos de negociação e fechamento do pedido.
Isso permite que os motivos de perda de um lead (quando não fecha negócio) sejam acompanhados de perto e trabalhados com o objetivo de melhoria contínua por todo o time.
Fazer contato rápido para não esfriar a oportunidade
A equipe de vendas deve, a partir do recebimento dos leads, iniciar o contato o mais rápido possível para que a possibilidade de venda não esfrie.
Um dos grandes erros é a demora no contato com o potencial cliente.
Quanto maior o tempo para a realização desse, mais o lead se afasta da possibilidade de compra, podendo, inclusive, buscar outras alternativas na concorrência ou até mesmo esquecer que havia solicitado alguma informação ou feito uma consulta em algum material da sua empresa.
Definitivamente, as áreas de marketing e de vendas precisam andar juntas, integradas e prontas para responder e dar um retorno de qualidade aos contatos realizados, bem como para melhorar os seus processos sempre que necessário.
Os leads gerados por marketing, e qualificados de acordo com o SLA, precisam ser trabalhados imediatamente de forma profissional e os controles do progresso da negociação precisam estar registrados, guardando um histórico de cada passo com o objetivo de analisar os furos e gargalos.
Caso seu negócio tenha dificuldades no estabelecimento de uma metodologia de trabalho e na construção dessa integração entre marketing e vendas, uma excelente opção é a contratação de uma empresa especializada no assunto.
A W7 é uma agência de marketing digital que conhece com profundidade cada passo do processo, desde a captação do lead até a negociação final da venda.
Acesse nosso site e conheça nossas soluções. Conte com nossa equipe que poderá efetivamente colaborar para um aproveitamento dos leads gerados por marketing da sua empresa, transformando oportunidades em negócios realizados! 💪
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