Sales Performance

6 Strategies to Get More Data from your Leads and Customers

Feb 05, 2017 By Sophia Maes


Getting more data from your leads and customers can seem like a daunting task, but with just a little bit of effort, this process can be simple. Check out our 6 strategies on getting more data from your leads and customers.

1. Start at home
In order to get any data at all from you leads and customers, you have to connect with them somehow. Whether it’s through a phone call, email, or lead generation form your website, there needs to be an interaction. Number one on our list is to start at home…your homepage that is.

Does your homepage show a clear purpose of what you do? Is it user-friendly and allow users to easily find what they need? Have you implemented keywords and other SEO (search engine optimization) tools?

If you cannot answer the above questions because your company does not have a website, stop there. Go get a (great) website, and the come back to read the rest of this article.

2. Customize lead generation forms
If there is room for it, add it another field or two of information to your lead generation form. Sometimes information that seems as minor as a zip code can prove extremely beneficial in targeting future marketing efforts.

Remember though, that too many questions will drive consumers away. Keep it quick and easy for them to fill out your form.

3. Be consumer-minded
When it comes to the technology and tools (such as CRM and ERP) you supply your team with, think like a consumer first. Are the solutions you are offering consumer-worthy? Will they actually save your sales team time in entering data or will they make the problem worse? Having the proper tools in place for your sales team to actually collect the customer data is a big piece of the puzzle.

If the technology or program is not good enough for you, it’s not good enough for your team. Take the time to implement the best solutions instead of throwing away money on products that don’t work and your team refuses to use. You get what you pay for and spending a little more can often times mean less money in the long-term. Take the Mac, for example. Macs are much higher priced than the Windows-based solutions out there. But guess what? They last years longer than the competition, they don’t have virus meltdowns 1-7 times per week, they don’t require costly regular repairs and they are much more user-friendly. The extra money spent up front is paid back two-fold in the long term.

4. Be mobile friendly
Workplace Options survey reports that 59% of American workers continue to work via mobile after business hours. If you restrict your team to antiquated systems that can only be used in the office, you are missing out on a whole lot of hours of work you could be getting out of your employees.

Plus, ensuring your team has access to a CRM at their fingertips, no matter where they are, means they can enter lead and customer data as they get it. Waiting to get back to the office means a higher percentage chance that it will be lost or forgotten.

5. Go to the Trade Shows
Get out there and start meeting your prospective clients! Have conversations with them at trade shows where they will feel comfortable approaching you and casually discussing their needs without the fear of the pushy sales guy on the phone. A casual conversation can result in tons of data that helps you improve your sales and marketing strategies. So get out there and start meeting people!

6. Try different strategies
Don’t be afraid to try new things. If you are struggling to get the data you need, try some different methods such as consumer surveys, email marketing campaigns with tracking and getting involved in social media marketing. With time, you will find what works best for your company.

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