TMI

How much information do you want to know about your customer?

I recently talked with some of my customers about adding more fields and properties to their HubSpot accounts for contacts, companies, and deal objects.

• One of the first questions I asked are
• Do you really need all this information?
• What are you going to do with all that information?
• Can you analyze customers based on this info?

Capturing customer information is essential for your business, but what you are asking and when is also vital.

You need/must know your customers. Capturing more information about them will help you make better decisions.

• How are they interacting with your brand?
• Which content are they clicking/reading?
• Their title, location, company size, or position.
• If they are already using a specific product, maybe of your competitors.
• Other interesting and relevant information that will help close a deal with them.

But deciding when and how you will get all this information from them is vital.

You don't need to know what that lead's mother-in-law's occupation is after the first kiss.

Flirt with him a bit more, see if he is interested in you, and if he is even a relevant life partner.

Getting new customers who will run away the next morning will get you good conversion results and a significant churn rate.?

You can only get the essential information to communicate with your potential customers. See that they are interested in working with you by tracking their activity and communicating with them personally. Provide valuable information about your business and prove that your product/service is essential for them. As they continue to pay interest, find the right time to hit that nail on its head.

When is the right time? There is no clear answer for that.

For some leads, it will be after a short time simply because they have a greater need; for others, it is longer.?

It would help if you had an arsenal of good sales offers you can pull out whenever you want to lure a lead and push him down the funnel.

Managing information is essential to know which leads you need to focus on today and which you don't. Otherwise, you can spend time calling/emailing back to any lead who submitted a website form. Before you go in that direction, build a few funnels to make the lead interact with your brand and provide you with more information about them (Try to think of a way using only digital tools. That would be perfect).

To complete this, you can use enrichment tools like these:

Clearbit

Apollo

Zoominfo

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