How To Use CRM For Holiday Sales To Grow Revenue

use CRM for holidays

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The holiday season is the season of opportunities.

You get loads of opportunities this season to make more sales and revenue in this season. But grabbing each of those opportunities could not be easy for each business every time. Therefore businesses employ different tools to do it.

And one of those tools is CRM. A Customer Relationship Management tool that allows you to generate leads, turn them into customers, and then brand advocates.

But a CRM system comes with a bunch of features and if you aren’t familiar with each of those features, you’ll end up being an option not a preference for users.

So in this post, I’ll be sharing some useful tips to use a CRM for holiday sales to make more revenue.

Here are the tips,

Let’s dig deep into them.

1. Divide and Rule

The best way you can use CRM for holiday sales is by segmenting your contacts. Segmentation helps you divide your contacts into different groups based on their characteristics. For example, you can group your contacts as per their Country, Age, Gender, Qualification, and more.

Reports say that brands who segment their emails and personalize them witness a 46% higher open rate and a 27% better click-through rate.

personalized content benefits

Apart from that, the benefit of segmentation is that it sharpens your holiday marketing campaigns. Let me tell you how.

When you divide your users into different segments, you already know what they’d be interested in. Let’s say you use Zoho CRM to manage your data. And you’re running a holiday sale where you’re selling both men’s and women’s products. You can create two different segments in your Zoho CRM, called Men and Women.

And then you can target the Men segment with offers related to men’s products. And do the same with the Women segment.

Now, this has more chances of conversion since the offers they’d receive would be more relatable.

How to Segment Contacts in HubSpot CRM?

Well if you talk about HubSpot, segmenting contacts is quite simple. Just go to your HubSpot portal, then:

  • Click on Contacts from the top bar and then go to Lists.
  • On the top right, click on the Create List button.
  • Then select the type of list you want to create and what records it will be storing. (You can create a Contact or Company-based list. The contact based list will store the contact records while the company based list will store the company based records.)
  • After that, select the type of list. You have 2 types of list here:
    • Active: Active list automatically updates itself.
    • Static: Static list doesn’t update itself automatically.
  • Select the type of list and enter the name of the list and click Next.
  • Then select the filter type and whatever data fits into the criteria will appear.
  • Click on Apply Filter and then Save.
  • Once the list is saved, you’ll have your list.

So you’ve created a list or I should say you’ve segmented your contacts. Now you can create different holiday marketing campaigns to target these segments and I’m sure you’d see better results than usual.

2. Identify Your Top Spenders

Another tip to use your CRM for holiday sales is identifying the top spenders. Top spenders are those customers who’ve spent the most amount at your store. They’ve already shown their interest in your products by spending the most on your eCommerce store. And they will not think twice to grab an amazing deal if you offer it to them.

In short, they will need a little nurturing to convert again.

How to Identify Top Spenders in HubSpot CRM?

Let’s say you have a contact in your CRM. That contact would have some data associated with it. Data like its Name, Phone Number, Country, Gender, Age, etc.

But where is this data stored in a CRM? In properties. Properties contain specifics about a CRM object. And these properties can be used to identify the top spenders at your store.

Here’s how:

  • You can create a property named Spending Amount (if there isn’t a property that calculates the spending value.)
  • Based on that property, you can create a list where you can enroll only those contacts who’ve got the spending amount above, let’s say $500.
  • Whoever gets enrolled in that list will be your top spenders.

Once you get your top spenders, you can target them with the content and offers they’d be interested in.

But we can make this job easier for you. We have a HubSpot integration that comes with such lists to help WooCommerce businesses segment their contacts easily.

3. Automate Your Social Posts

The next scenario where you can use CRM for holiday sales is when you need to automate your social media posts. Social media is a rich source of traffic. Especially in the holiday seasons, when people don’t think much before making a purchase.

I’m sure if your brand is growing, you employ multiple social media platforms to get more exposure. But staying active on all those platforms in the busy holiday season could be challenging. Since every platform requires a different marketing approach, providing a delightful experience on all channels requires a hell of a manual effort.

Here you can use your CRM to automate all of your social media marketing activities.

So it’s better to automate your social media posting.

How to Automate Social Media Posts in HubSpot CRM?

Well if you’re using HubSpot for this, you just need to connect your social media accounts with the CRM. Here’s how to do it:

  • Go to your HubSpot Portal settings.
  • Scroll down from the left panel and navigate to Marketing > Social.
  • There under the Accounts tab, you’ll see a Connect Account.
  • You can connect your Facebook, Instagram, Twitter, and LinkedIn accounts.
  • Connect the accounts you want.
  • Then click on the Publishing tab beside the Accounts tab.
  • From the Publishing tab, you can create an automated Publishing schedule. Whatever time you set, your posts will be published automatically at that time.

Apart from the schedule, you can configure some other settings like Delay in the next post and more. This would make your social media management pretty seamless and unburden your reps.

And when you make your social media postings automated in the holiday season, you’re more likely to get better referral traffic. And that referral traffic could convert into sales eventually.

4. Deliver Personalized & Relevant Content

Personalized content is more relatable and converting.

A report found that 80 percent of customers are more likely to buy products or services from brands that offer personalized experiences.benefits of personalization

Thus, you need to make sure you offer personalized content. Because content that’s not personalized is no good. And CRM for holiday sales can be a great help when you want to delight every customer.

So while sending emails, SMS or other content to your users through your CRM, you can use personalized dynamic content to make sure the recipient connects with it. You can use properties and tokens to do this.

How to Deliver Personalized Content in HubSpot CRM?

There are different ways to deliver personalized content. Like you can send personalized emails, SMS, newsletters. I’ll show you the example of emails.

So to send personalized email, you can:

  • Go to your HubSpot portal.
  • Navigate to Marketing > Email from the top bar and click on Create Email.
  • You’ll see a drag and drop editor where you can edit the content of your email.
  • In the editor, you’ll see a Personalize button in the top bar.
  • Select the text you want to personalize and then choose the token. Tokens help you create dynamic content that changes its values accordingly. For example, if you have a welcome email, using a First Name token, you can greet the user with “Welcome Sam” or whatever the recipient’s name is.
  • After you personalize your content, just save the email and you’ll be good to go.

The First Name token is just an example. If your content has some values that differ as per the recipient, like name City, Browsed Product, you can use the token for it to change that value dynamically.

Personalized content brings conversions and that’s what you need to increase your holiday sales.

5. Automate Lead Generation

Marketing automation, according to 80% of marketers, generates more leads and conversions.

automated lead generation

Generating leads is one of the most painful jobs for any business. But you need leads to convert them. And holiday season is a time when you get more traffic as well as leads. And if you use CRM for holiday sales, you can make this process more easy yet powerful.

And again, why put manual effort when you can automate the job.

Using forms, you can automate the lead generation process and eliminate the need for manual data entry.

Let’s say you use Zoho as a CRM and Contact Form 7 to collect data. Whenever a contact fills your CF7 form, the data will be automatically synced over your Zoho CRM where you can easily manage it.

How to Automate Lead Generation in HubSpot CRM?

HubSpot uses forms to generate leads. You can create different types of forms like an Embed form, Popup form, a dropdown banner and more. These forms will appear to the users automatically as per their behavior, hence automating the lead generation process.

To automate the lead generation process through HubSpot CRM, you can:

  • Go to your HubSpot portal.
  • Navigate to Marketing > Lead Capture > Forms from the top bar.
  • Click on the Create Form button in the top right corner.
  • Then select the form you want to create.
  • Choose a form template or start from scratch.
  • Configure the form settings and save it.

After saving the form, you can use it on whichever page you want to use it. Whoever fills these forms will automatically be added to your HubSpot CRM as contacts. And once you have that contact, you can target it with your holiday campaigns.

6. Never Lose a Customer with Automated Follow-ups

Follow-ups really work. I’m saying this with personal experience.

But if you keep my experience aside, there are reports that say, when businesses follow-up on leads within 5 minutes, they are 9 times more likely to convert.

follow up benefits

They may sound bothersome to customers but if you gently remind them about your offer, they will consider it sooner or later.

But when you have hundreds of contacts, it’s hard to connect with each one of them on a regular basis. Automating the follow ups would make this process seamless. And this is where you should use a CRM for holiday sales.

How to Automate Follow-ups Through a CRM?

Emails are the best way to take follow-ups. And if you use HubSpot (or any other CRM), you can send automated emails to take follow-ups. Here’s how:

  • Go to your HubSpot portal.
  • Navigate to Workflows from the top bar (you should have a Professional or Enterprise plan to access workflows.)
  • Click on the Create Workflow button on the top right.
  • Then select the type of workflow and a template or start from scratch and click Next.
  • You now need to select the enrollment criteria for the workflow (in this case you can select the enrollment criteria whenever a contact visits a product page multiple times.)
  • Once you set the enrollment criteria, you can add further action for the follow ups.
  • First you can set a delay time for a few hours (just to give the buyer some time.)
  • Then you can send a follow up email reminding that he might be interested in the product.
  • After the first follow up, you can send a couple of more emails with some delay if he doesn’t respond to the first mail.

In the holiday season, people browse many more products than usual. Sometimes they end up purchasing it, sometimes they don’t. But if they don’t make a purchase, you shouldn’t give up on it.

Taking follow ups is an effective way to convert them. So you can use your CRM system to create such follow up campaigns to make sure you convert every opportunity.

8 Must-have HubSpot Marketing Automation Workflows

Check them out

7. Focus More on Mobile

Prioritizing mobile devices would give you more sales. It’s because people shop more from their mobile devices.

A Statista report found that eCommerce sales from mobile will reach $3.56 Trillion dollars by 2021.

mobile ecommerce sales

And what’s interesting is that these figures are going up every year. Obviously, mobile shopping is more easy and convenient. So in the holiday season, targeting mobile devices could be a great benefit for your business.

You can make your website pages mobile responsive, send emails that fit perfectly on mobile, show retargeting ads to mobile users, and more. You can do all of this if you use CRM for holiday sales.

How to Provide a Great Mobile Experience from a CRM?

You can offer a good mobile experience by providing mobile-optimized content to the users. Here’s how you can do it:

If you use HubSpot’s CMS Hub,

  • Go to your HubSpot portal and navigate to the section where you can create website pages.
  • Create a new page or edit an existing one.
  • Make whatever changes you find suitable for the mobile devices and then click on the Preview button and check the mobile view.
  • Once you’re satisfied with the mobile view, you can save the page.

If you don’t use HubSpot’s CMS Hub, you can only deliver mobile-responsive emails to the users. Here’s how to do it,

  • Go to your HubSpot portal and navigate to Marketing > Email.
  • Then create a new email or edit an existing one.
  • Configure it as per the mobile devices. You can use shorter sentences, avoid images, etc.
  • Then preview the email to check how it looks on the mobile devices.
  • Once you’re satisfied with the mail, save it and use it in your email campaigns.

Always remember mobile shoppers can be more profitable than others. So try to offer a better experience on mobile even if most of your audience comes from the desktop.

Want to Make Your eCommerce Mobile Friendly?

Check out how

Final Thoughts

So that was all on how you can use CRM for holiday sales to make more profit. It doesn’t matter what CRM system you use, it could be HubSpot, Salesforce, Pipedrive, Agile, etc. Whatever it is, you can perform all the things I told you about in this post.

So give these tips a try and I’m quite sure you’ll see better results.

And and as an expert WooCommerce agency, we have a wide CRM integration lineup you can try for your eCommerce store.

Here’s a glimpse:

HubSpot WooCommerce Integration Best for lead conversions and workflows.
Zoho WooCommerce Integration Best for contact and data management.
Salesforce WooCommerce Integration Best for reporting and team collaboration.
Mautic WooCommerce Integration Best for small sized businesses.
Quickbooks WooCommerce Integration (coming soon) Best for money and expense management.
Keap WooCommerce Integration (coming soon) Best for online marketing.
Engagebay WooCommerce Integration (coming soon) Best for marketing and targeting campaigns.
Insightly WooCommerce Integration (coming soon) Best for customer service and support.
Nimble WooCommerce Integration (coming soon) Best in user-friendly.

If you still want some assistance regarding your CRM, connect with us and we’ll help you.

Want to Get The Most Out of Your CRM?

Talk to our experts and they’ll make it a cakewalk for you.

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