How to Use Lead Automation to Optimize Your Sales
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Nobody likes doing paperwork, especially when it comes to sales leads. Endless amounts of data entry, hunting for contact info, and tracking follow-ups can quickly zap your motivation. That’s where lead automation comes in!
Sales teams are always looking for ways to automate their work and make their lives easier. One way to do this is to use lead automation tools. With this nifty solution at your disposal, you’ll be able to streamline your lead management process and focus on more important tasks.
So what is lead automation? Why should you use it? And how can you get started on advancing your sales processes?
In this article, we’ll answer all these questions and more. By the end, you’ll know everything there is to know about lead automation and how to use it to optimize your sales team’s performance.
What is lead automation?
Lead automation is the process of using technology to automate repetitive tasks associated with lead management. This includes:
- Data entry
- Capturing your leads
- Lead nurturing
- Lead scoring
- And more…!
Think of the infamous sales funnel as an assembly line that starts with raising awareness for your product or service. Each task in the funnel is an opportunity to move the lead closer to becoming a customer. If it weren’t for automation, sales representatives would have to do all of these tasks manually.
Not only is this tedious work, but it’s also prone to human error. Automating these tasks ensures that your leads are properly nurtured and that no opportunities are missed.
When done right, lead automation can shorten sales cycles, increase close rates, and improve your sales team’s productivity.
By automating these time-consuming tasks, salespeople can focus on more important tasks, such as closing deals. But outside of saving time, why do you absolutely need lead automation?
Why use lead automation?
If you’re not using Lead Automation in your business, you’re missing out on some serious benefits. Lead automation helps you capture leads from a variety of sources, including your website, social media, and even offline sources. Once generated, lead automation allows you to nurture and qualify those leads so that you can pass them on to sales when they’re ready to buy.
But that’s not it! Lead automation can also help you:
- Reduce costs by eliminating manual processes: Automating lead management helps reduce operational costs (think of all the man-hours spent on data entry, the money spent on business lunches, etc.).
- Increase sales by reducing the time it takes to close a deal: Pretty self-explanatory, the less time you spend on one sale, the more sales you’ll have in the long run. Lead automation can shorten sales cycles and increase close rates.
- Improve data quality and accuracy: Automating lead generation processes and data entry reduces the chances of human error. What’s more is that it helps centralize your data, making it easier to track and manage
- Improve customer satisfaction by providing a better experience: Lead automation can help improve the customer experience by ensuring that each lead is properly nurtured.
This is only the tip of the iceberg. Lead automation can do wonders for your business, provided that it’s used correctly. So how do you get started with lead automation?
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How to use lead automation to boost your sales?
Lead generation isn’t a one-time event. It’s an ongoing process that requires planning and execution. The goal is to continuously fill your sales funnel with high-quality leads so that your sales team can close more deals.
This is done through a mix of marketing & sales initiatives, such as content marketing, lead nurturing, lead scoring, and so on. All of which can be automated
When done correctly, lead automation can be a powerful tool that can help you generate more leads, close more deals, and improve your sales team’s productivity.
We’ve arranged the different strategies you can use based on what actions your leads take.
If your lead visits your website:
Use pop-ups or forms to get their contact information
Offering a lead magnet in exchange for contact information is a great way to get started with lead automation.
Quick Tip 💡
A lead magnet is a freebie that you offer in exchange for someone’s information. It could be an e-book, a checklist, or even just a white paper. The important thing is that it’s something that your target audience would find valuable.
Make sure that the lead capture form or pop-up is short and to the point. You don’t want to ask for too much information as this will only serve to discourage leads from completing the form. No one likes to spend more than 5 minutes answering random questions.
The best lead capture forms are those that only ask for the bare minimum, such as an email address. Once you have that, you can then proceed to nurture them with more targeted content.
Score your leads thanks to website tracking
You can see how much time a lead spends on your site, what pages they visit, and what actions they take. This information can then be used to score your leads and determine their level of interest.
The more time a lead spends on your site, the higher their score will be. If they visit key pages, such as your pricing page or product page, that’s an indication that they’re further along in your sales funnel and are thus worth pursuing.
Lead scoring is a great way to prioritize leads so that you can focus your efforts on those that are most likely to convert.
Create a chatbot to answer your leads’ questions
Chatbots can help you qualify leads and even close deals. They’re available 24/7 and can answer common questions about your product or service.
What’s more is that they can help you gather information about your leads, such as their contact information or what they’re looking for.
This information can then be passed on to the sales team who can reach out and provide more personalized assistance.
If your lead comes from social media:
Engage with them on their platform
Social media is all about engagement. By following your leads on social media, you can create a connection with them and build rapport.
Create automations that help you keep track of your leads’ social media activity so that you can quickly respond to their posts or comments. This is important because people do business with those that they know, like, and trust.
Furthermore, it provides you with an opportunity to show your personality. Get people to trust you by positioning yourself as a brand that they can relate to.
So, make sure to respond to comments and messages promptly. Also, don’t hesitate to share relevant and valuable content that your target audience will find useful.
Retarget them with ads
Social media platforms allow you to target your ads so that they’re only seen by those who are most likely to be interested in your product or service.
This is a great way to stay top of mind and ensure that your leads see your ad when they’re most receptive to it. Lead generation isn’t just about getting someone’s attention, but about keeping it.
To do this, make sure to create ads that are relevant to your target audience and that offer something of value. It could be a free trial, a discount, or just helpful information.
If your lead downloads a piece of content:
Send them a thank you email
A thank you email is a great way to start building a relationship with your lead. In the email, be sure to include a link to the content they downloaded, as well as additional resources that might be of interest.
Add them to a drip campaign
A drip campaign is a series of emails that are sent out over time. This is a great way to continue nurturing your lead and keeping them engaged with your brand.
If your lead attends a webinar:
Follow up with a thank you email
Just like with downloadable content, it’s important to follow up with a lead after they’ve attended a webinar.
Quick Tip 💡
In your email, be sure to include a link to the recording of the webinar. You can also use this opportunity to send over any additional resources that might be of interest. That way, even if your leads didn’t have time to attend the live event, they can still benefit from the valuable information you shared.
Schedule a demo or offer a free trial of your product/service
If your lead has attended a webinar, they’re probably interested in learning more about your offering. Scheduling a demo is a great way to continue the conversation and see if there’s a fit.
This is also a great opportunity to get them to use a free trial of your product or service so that they can see the value for themselves.
By offering a free trial, you’re taking away any risk on their part and making it easy for them to say yes.
We’ve seen the endless possibilities of lead automation, and we’re confident that you will too. If you’re not sure where to start, we got you! Check out our list for the best lead automation tools to use in 2022.
The 5 best lead automation tools:
There are many lead automation solutions on the market, some of them complete, some of them dedicated to certain tasks.
Here are some of the most reputable software and solutions, ranked according to their effectiveness in their specific competencies.
LaGrowthMachine: LaGrowthMachine is one of the most effective lead generation software on the market. It offers a wide range of features such as webhooks, live chat, LinkedIn automation, and more.
Leadberry: Leadberry is a great solution if you’re looking for an all-in-one lead generation tool. It offers a suite of features including email drip campaigns, lead generation forms, web scraping, and more.
SalesLoft: SalesLoft is a comprehensive sales acceleration platform that offers a wide variety of features including lead enrichment, sales intelligence, email tracking, and more.
LeadForensics: LeadForensics is a great solution for those looking for a lead scoring tool. It offers features such as webhooks, live chat, LinkedIn automation, and more.
CallRail: CallRail is also a great choice for those who need to work on their lead scoring strategies. It offers features such as call tracking, lead generation forms, lead management, and more.
HubSpot Sales: HubSpot Sales is a great option for those looking for an all-in-one sales solution. It offers a suite of features including lead management, email integration, CRM integration, and more.
Pardot: Pardot is a great solution for those looking for a comprehensive lead nurturing tool. It offers features such as lead scoring, email drip campaigns, and more.
Marketo: Marketo is a great choice for those who need a robust lead nurturing tool. It offers features such as drip campaigns, lead capture forms, webhooks, and more.
LaGrowthMachine: The best lead automation solution
If only there was an affordable software that guaranteed effective results… Oh, but wait!
LaGrowthMachine ticks all the boxes you would expect from a good lead automation tool.
With our platform, you can:
- Automate your multichannel workflows: work simultaneously on LinkedIn, Twitter or email to contact and enrich your leads.
- Automatically enrich your leads: simply click a button to enrich your contact lists in an unlimited way.
- Ensure an advanced follow-up of your leads: simply manage your duplicates, your blacklists…
- Take advantage of an excellent Lead Management System: edit your leads and modify your audiences in real time.
- Filter your leads according to their activity.
- Analyze your performance, from the effectiveness of your entry points to the detailed performance of your campaigns.
Lead automation is the way!
The bottom line is that lead automation can help you optimize your sales process by making it more efficient. By automating close to any task, you can free up time to focus on other areas of your business. There are endless possibilities when it comes to automation.
The best way to find out what works for you is to experiment and see what gets the best results. There’s no one-size-fits-all solution, so don’t be afraid to mix things up and try new things.
The most important thing is to focus on your goals and make sure that your lead automation strategy is helping you achieve them, with the right tool(s) of course.