{"id":16926,"date":"2021-03-10T09:58:33","date_gmt":"2021-03-10T09:58:33","guid":{"rendered":"\/gb\/en\/blog\/?p=16926"},"modified":"2023-01-16T14:27:03","modified_gmt":"2023-01-16T14:27:03","slug":"how-to-leverage-a-chatbot-for-sales-the-guide","status":"publish","type":"post","link":"\/gb\/en\/blog\/how-to-leverage-a-chatbot-for-sales-the-guide\/","title":{"rendered":"How to Leverage a Chatbot for Sales: The Guide"},"content":{"rendered":"

Chatbots<\/a> have been around for a few years now. While many use them for support purposes, it\u2019s possible to incorporate them into your sales cycle. Using a <\/span>chatbot for sales<\/b>, you\u2019ll be able to integrate <\/span>multichannel sales solutions<\/span><\/a> into a single funnel.<\/span><\/p>\n

In this article, we\u2019ll discuss the pros and methods of leveraging a chatbot for sales.<\/span><\/p>\n

What are Chatbots?<\/span><\/h2>\n

Before we start, let\u2019s <\/span>explore the world of chatbots<\/span><\/a>.\u00a0<\/span><\/p>\n

In short, a chatbot is a piece of software that interacts with humans in a conversational format, be it via chat or voice. It enables businesses to communicate with their audiences instantaneously and in a personalised way without compromise. Understandably, this provides a whole range of benefits to the company.\u00a0<\/span><\/p>\n

\u201cCall centres, websites, and mobile apps are no longer the only means of interaction with brands. Chatbots<\/a> are fast becoming a business imperative for businesses that want to engage with their customers. Online chat through chatbots has grown faster than any prior channel.\u201d<\/span><\/i><\/p>\n

Eileen Brown – ZDNet.com<\/span><\/a><\/p>\n

As a side note, while many believe that chatbots <\/span>require<\/span><\/i> the use of AI, this is a myth.\u00a0<\/span><\/p>\n

Sure, chatbots can use natural language processing (NLP), a linguistically oriented subdomain of AI. In fact, the use of <\/span>AI in sales<\/span><\/a> and other business domains is quite widespread. However, many of the bots currently out there are rule-based, operating on if-this-then-that logic and branch out much like a traditional decision tree.\u00a0<\/span><\/p>\n

Don\u2019t be fooled though, lack of AI doesn\u2019t signify lesser capabilities. Which chatbot you decide to use highly depends on the use case. If you need to lead users down through a series of steps, a rule-based structure can be a great benefit. And so is the case with chatbots for sales!<\/span><\/p>\n

Do Chatbots Increase Sales?<\/span><\/h2>\n

Yes, chatbots can play a significant role in increasing sales.\u00a0<\/span><\/p>\n

A recent <\/span>Intercom study<\/span><\/a> reported that the sales function was the most popular for chatbots, accounting for an impressive 41% of use cases. It was closely followed by customer support at 37% and marketing at 17%.\u00a0<\/span><\/p>\n

\"landbot<\/p>\n

Source<\/span><\/a><\/p>\n

The same study, which interviewed a random sample of 500 consumers and 500 business leaders, showed <\/span>chatbots increased sales 67% on average.<\/b> More interestingly, the research revealed that <\/span>26% of all sales started via a chatbot <\/b>interaction and <\/span>35% of business leaders <\/b>claimed <\/span>chatbots aided them close sales deals.<\/b><\/p>\n

The Benefits of Chatbots<\/span><\/h2>\n

Before we look at the different ways you can use a chatbot in a sales funnel, let\u2019s look at the more fundamental benefits of using a chatbot.<\/span><\/p>\n

Chatbot Integrations<\/span><\/h3>\n

One of the beauties of chatbots is their ability to integrate with multiple platforms and tools. Therefore, sales tasks for which you\u2019ve used numerous tools or needed human interference can be tied together with a chatbot.\u00a0<\/span><\/p>\n

On the one hand, you can integrate the same bot into different channels ranging from the web, to branded, social, or messaging apps<\/a>. On the other hand, you can connect that bot with a range of \u201cback-office\u201d tools you are already using. Imagine integrating it with your CRM<\/a> system, Airable database, or an email validator system!<\/span><\/p>\n

24\/7 Presence<\/span><\/h3>\n

Unless you\u2019re a local business, your customers will likely come from multiple time zones.\u00a0<\/span><\/p>\n

While it\u2019s possible to have <\/span>customer support in multiple locations<\/span><\/a> or through an agency, this is nearly never cost-effective. However, since chatbots are just code, they can be online 24\/7. In other words, they can continuously collect data, offer information, and qualify and score your leads. When your sales agents are back online, they can happily review a list of sales leads your bot already ranked by their scores!<\/span><\/p>\n

Immediacy and Consistency<\/span><\/h3>\n

Most questions posed towards sales agents are straightforward and easy to answer. However, when relying solely on your human team to answer them, the response time drags out. The simpler the query, the smaller the patience of your potential customer!\u00a0\u00a0<\/span><\/p>\n

The other issue is consistency. There\u2019s nothing as annoying as different agents giving you different answers, such as varying pricing or conditions information. Such occurrences can strongly affect your trustworthiness in the eyes of the potential customer.<\/span><\/p>\n

Chatbots can address both issues. First, by providing answers to simple questions instantly and in conversational (easily understandable) language. Second, by working with the same pool\/database of information, so each lead receives the same answers (or answers pertinent to their case!).<\/span><\/p>\n

Lead Qualification & Targeted Bot-to-Human Handoff<\/span><\/h3>\n

Lead qualification makes up an essential part of the sales team\u2019s workload and if not automated, it can be a real nightmare.\u00a0<\/span><\/p>\n

\"landbot<\/p>\n

Source<\/span><\/a><\/p>\n

The most common way of qualifying leads is by using static forms, but those are quite limited in terms of the number of fields people are actually willing to fill out. Chatbot assistants prove very helpful in this scenario as, if set up correctly, they can <\/span>qualify and score leads in real-time<\/span><\/a> – no need to wait for the lead to press \u201cSubmit\u201d.<\/span><\/p>\n

In this context, chatbots can easily transfer the top-scoring leads to a <\/span>live chat with your agent<\/span><\/a> or offer them the opportunity to book a meeting with a Calendly integration.\u00a0<\/span><\/p>\n

Cost Saving<\/span><\/h3>\n

If it wasn\u2019t evident from the previous three points, chatbots could help entire teams run more efficiently.\u00a0<\/span><\/p>\n

A more efficient team means that you get a better return on your investment (ROI) in the long-term. Furthermore, you\u2019ll save money in the short-term as you won\u2019t have to hire more employees to deal with menial tasks that a bot can do.<\/span><\/p>\n

Handling Transactions<\/span><\/h3>\n

In some cases, chatbots can handle the full end-to-end of turning leads into customers<\/a>. That is to say, they can generate interest, raise awareness, help prospects make a decision, and then complete the purchase.\u00a0<\/span><\/p>\n

Even if they manage to close just a small percentage of overall sales, think how amazing that is: a one-time setup leading to constant monthly sales! It\u2019s an inbound marketer\u2019s dream.\u00a0<\/span><\/p>\n

Using a Chatbot in a Sales Funnel<\/span><\/h2>\n

Every good sales funnel boasts multiple steps and stages that create a cycle more than just a one-way funnel (in the best-case scenario).\u00a0<\/span><\/p>\n

Generally, a sales journey breaks down into four core stages: awareness, interest, decision, and action.\u00a0<\/span><\/p>\n

This section will explore how a chatbot for sales can affect and aid in each of these stages.\u00a0<\/span><\/p>\n

Awareness<\/span><\/h3>\n

Raising awareness<\/a> is the first and one of the most crucial steps in any sales cycle.\u00a0<\/span><\/p>\n

The more consumers are aware of your product and brand, the more likely they are to buy from you. For example, if you were looking for a new computer, you are more likely to buy a Dell or an Apple than <\/span>NoNameBrand<\/span><\/i>.\u00a0<\/span><\/p>\n

Chatbots can play an essential role in increasing brand awareness.\u00a0<\/span><\/p>\n

\"landbot<\/p>\n

Source<\/span><\/a><\/p>\n

Besides serving the apparent purpose of providing information on a variety of chat-friendly channels, they are great tools for:\u00a0<\/span><\/p>\n