When using leads for your sales campaigns, it would result to a waste of time, efforts and marketing budget. Having correct customer data will help you to save money and it will make your marketing team more productive to achieve your company’s sales targets. Your leads database is important to your business and here are some tips to help you to improve your business efficiency with more accurate data and leads.
1. Tidy up your database
The best way to start making your leads accurate is to clean it. This requires you removing duplicates, wrong spellings and other errors. Cleaning a database is just like doing housekeeping for your home. When data is incorrect and faulty, you will be costing your business plenty of time and money to process leads that are no longer relevant to your business. This is especially important if your business is in an industry where the leads are volatile like the entertainment, food or human resource industries. That is because data and leads in these industries are subject to a high fail rate and turnover.
Tidying up your database requires taking a close look at the bounce mails and auto responses. Duplicate entries also need to go. There are also companies that can help you clean up your leads database by renewing your contacts list.
2. Update the most important information
Organizing your leads and database requires making sure that the core of your data is correct. It doesn’t mean that you should have too many fields, updates or customer interests. The key fields such as name, telephone number and email address should be the fields that get the most attention. Try to keep your information updated as much as you can to avoid having customers getting missed out due to wrong details. Even if some of the other information are wrong, at least, your sales campaign will still be able have some traction. Having the most updated information also allows you to have more insight as to what your customers are up to, their occupations, traits and how to better target your sales pitch to suite your market.
3. Keep Geographical data normalized
If you don’t have accurate geographical data, planning a regional sales campaign or regular field operations may be difficult. Geographical data can help determine how to spread out your workforce to work available leads and data. In order to ensure that your marketing campaigns are done right, search all the states and city fields to correct all wrongly spelt ones. At the very least, make sure state and country data fields are correctly filled out so that your marketing plans can be accurate. Ensure that the abbreviations for states are kept uniform so that it is easier to filter out specific states and country data as needed.
4. Make use of job title data
A well-organized database is important in running efficient marketing campaigns that are optimized for personalized engagement. You should essentially be able to separate your database according to fields like job title, job level, geographical location, what industry they are in and other insightful data. Depending on the purpose of your marketing campaign, it may be good enough to just know that a lead works in Engineering. For other purposes, it may be required to know whether the lead in an executive, starter or manager. Having this data allows you to better decide how to approach a lead and what products to tailor to that campaign.
Using the correct job title data also important when deciding sales funnel points. Identifying job title keywords also allow you to better use data automation tools as well as reduce duplicated efforts.
5. Merge existing records
Avoiding duplication in your leads database is helpful when you’re adding new leads by hand or using a web form. There is a chance that you already have these records in your database, so you will likely have two data fields that are not totally alike but are pretty much the same. Instead of just deleting two contacts or replacing the old contact with the new one, you could lose valuable data from both records. A recommendation is to merge the details on both fields so that you can have more information about the lead. During a call back, you can then confirm which are the most recent or correct and end up with a more accurate lead than no lead at all. You can also catch duplicates by comparing the email addresses. Most CRM software compare new records to existing ones so after updating the record, you have the option to amend the existing one with the new information received.
6. Maintain a Style Sheet for your database
A lot of lead management software now help to organize your database and introduce consistency through the use of a standardized data entry template. This helps to reduce the possibility of errors. You can also use drop-down lists to at least ensure that data entry errors are also removed. You can also reduce errors in manual data entry through a style sheet and an agreed set of abbreviations. Having a standard format improves database veracity over time and ensures that you can easily filter your records to match marketing and data requirements.
7. Ensure data security roles
When you are receiving data from many sources and many people have access to it all at the same time, keeping your database accurate may be difficult. There sometimes is a need to assign roles for data access so that users are only able to work with records that concern them, not with the entire pool.
Keeping your leads database is not something that you do once and are okay with. It requires setting a standard that allows you to maintain the clean state in perpetuity. These tips will go a long way in helping you get that done, starting today.