Using Pipedrive for best quality leads
We have used Pipedrive for some time - data capture great, reporting fine, nurturing campaign capabilities too. Query I have is around abandoned / allusive leads. i.e. people who enquire and we don't get the opportunity to speak with and elevate the enquiry quality. (note. all our enquiries are incoming)
Enquirers complete web contact forms for our service. We capture name, email, telephone.
Any recommendations / top tips on: -
- Enquiry contact enrichment
- Killer campaigns
- Killer call to actions
- Advise that maybe we should just let go...
UK based and appreciative of any feedback you can provide
Comments
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@marc you should consider setting up an engagement sequence consisting of calls, texts, emails using a tool like Make/Integromat.
2 resources for you:
2 -
Hey Marc
I understand your scenario as we have about the same going on here. We get about 20 new leads everyday non-stop and quality varies from lead source. Sometimes I get a little bit more data, sometimes I get only the email and phone. Its hard to know what to prioritize.
On top of that, following up with contacts has always been hard. People expect to get a price but in our line of business we need a lot of information before we can present even a rough estimate. Also, we need to prospect large quantities to close really few, it is in the nature of our business.
What has proven really successful for us in helping manage this is the following:
- Email automations enquiring for additional data and clarifying basic common questions about our solution;
- Email automations that get triggered according to data fields that get set in the deal or person (if the person job title is set to Architect we have a whole email sequence just for them);
- Email automation have call to action buttons ie to get back after 3 months, 6 months or a year - sometimes the client just doesn't want to deal with that specific project at this time - if he clicks this button it gets back to my marketing automation tool;
- Specially whatsapp integration. Whatsapp is huge here - so much that everyone uses it from the president to the guy selling water in the football match. If you have such a channel in UK you could integrate it to pipedrive. For us it works like this: 1) When the person fills the form, right away they get an whatsapp message enquiring for additional information; 2) I have all my sales staff working on a single whatsapp tool; 3) I can mass send whatsapp messages directly from pipedrive by just setting a text field to the message I want to send, this helps my sales staff get in touch with many clients at once; 4) I automate whatsapp messages if the deal is cold up to 5 tries.
I also use leadbooster extensively and it works wonders for us as we get about 1 million website visits every year. I have different recipes for different pages grouped by context.
For some time I have tried requiring more information from the user. Full address, information about the job. That is really helpful to know which leads to prioritize but I end up getting fewer lead conversions. You have to balance this.
Hope it helps and if you are looking for help I am available for hire.
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