[vc_row][vc_column][vc_column_text]Anteriormente hablamos de técnicas de ventas para conseguir prospectos, hoy te ayudamos a eliminar los leads no deseados, para tener una base de datos óptima.

How good would it be to turn every visitor you connect with into a successful customer? You should keep in mind that trying to connect and work every visitor that comes to your website will only reduce your time and sales closure. Not everyone has the potential to be your customer.

Having an effective sales strategy alone will not increase your customer conversion success rate, people who work them correctly will.

How to work them correctly?

Accurate segmentation: it is essential to make sure that most of the visitors you connect with are likely to become potential customers before communicating with them.

Precision segmentation helps with this by allowing you to filter visitors through several levels, each with its own unique set of rules and criteria.

This can be achieved with Zoho SalesIQ: live chat for your website and visitor/contact management tool.

Hypothetical scenario

Pablo is a salesman working for a global real estate company. Every day, hundreds of visitors visit his website.

On a daily basis, he contacts 20 random visitors. However, the majority of the visitors that Paul contacts end up missing/not buying. Only 5 of the 20 visitors are valuable prospects and only one signs a deal. What if all 20 visitors Paul contacts are valuable prospects? 15 of the 20 visitors Paul contacts would qualify as leads, and more than 13 of those 15 ended up signing contracts. The 5% success rate will jump to a 65% success rate in the same amount of time.

This is how precision targeting can help improve your business.

What are the stages of precision segmentation in Zoho SalesIQ?

• Administrator-level visitor routing
• Customized operator-level views
• Contact/potential customer nurturing at administrator level
• Administrator-level chat routing

Stage 1: visitor routing

To drive the right visitors to the right vendors.

The first stage of any business is to show relevant visitors to marketers based on fundamental criteria. Visitor routing shows traders only the visitors that the administrator intended the trader to see. Routing can be done based on a number of criteria and can be customized by administrators.

Going back to the example, for a global brand, it is essential to route visitors based on their locality to improve engagement and make suggestions more relevant.

In global real estate, visitors are directed to the operator according to their location. To apply this rule:

1. The administrator must navigate to Configuration > Visitor Routing > Add > Choose Brand. In the Audience Criteria section, the administrator can apply the desired rule. Here the rule is to route visitors from the United States to operators located in the United States.

Now, visitors from the United States will only be shown to operators located in the United States. This can reduce the step of asking the visitor about their location and transferring the chat to the operator accordingly.

Stage 2: customized operator-level views

To get a view of only the desired visitors.

If an operator in Los Angeles wants to see only visitors to his city, he can add a custom view. But custom views go even further by providing an option for the operator to prioritize these visitors based on other criteria over the underlying rule. That is, if an operator in Los Angeles wants to see only visitors from Los Angeles, it could also prioritize visitors based on lead score (based on their actions on the website: conversations initiated, time spent visiting, among others) for better segmentation.

Stage 3: Lead scoring to nurture prospects

Prioritizing visitors based on lead score and an underlying criteria (city) can help operators better engage. To nurture leads and contacts in the SalesIQ visitor module and identify valuable prospects among the unwanted ones, they should be scored based on their activities.

For example, each time a user visits a property page and spends more than 10 minutes, the visitor's lead score will increase by 100 points. This can be used to identify nurtured leads with the possibility of signing a deal.

Stage 4: chat routing

To connect visitors with the right operators.

If a visitor initiates the conversation first, it is essential to connect them to an operator with the appropriate expertise. The chat routing feature has the same functions as visitor routing but with incoming chat requests.

For example, when a visitor with a deal negotiation is in the pipeline, it is crucial to route the visitor to their respective salesperson (who is listed in the CRM).

This can enable faster support and a better deal success rate.

At Etixen we configure the customized solution and provide personalized support for your business. What else? Zoho SalesIQ licenses are billed in pesos.

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