How to use ChatGPT in the sales process.
Using an AI business development representative (BDR) to automate the qualification process.
Companies getting leads from their website and needing to determine if the enquiring company is a good client match, not qualified, or spam, can build a workflow automation tool with a virtual business development representative (BDR) agent to make these decisions in seconds.
In a B2B inquiry, the BDR, embedded in a workflow automation platform such as n8n, identifies the company that a mail or form originates from, summarises what that company does, and determines if there’s a match between what that company is looking for and the services and products that you offer. The BDR checks the results and determines if this is a worthwhile opportunity, and drafts the first reply mail to that lead.
In B2C, the same principle holds, but may require several questions to determine precisely what the person requires. For example, a tourism site will need to ask about dates, budget, purpose, type of accommodation, and preferred leisure activities. The BDR qualifies the lead and determines where to allocate it based on its importance. It can capture the lead into your CRM, check for availability or prices, plot out a solution, and generate the first response with options and suggestions.
In both cases, the scope to use AI in the sales process is vast. It includes nurturing CRM leads, generating lead forms, capturing data and enquiries, choosing targeted segments on your CRM system, building a workflow to draft an email and send content in the style you usually use, and handing over to a salesperson once all the preparatory work is done.
Freeing up time, retaining control
It is worth noting that you still retain complete control over the process and the relationship with the client, and we advocate that nothing should be done without human intervention at critical stages. The beauty of the automated process is that it frees the salesperson to connect with clients and personalise the experience rather than spend their time on manual, tedious work.
Training ChatGPT
The system does require initial input. To elicit a good response, AI requires critical information, and you must prompt it effectively and train it to receive the correct feedback. We spent some time building an assistant, and trained it on everything we do and the type of clients we like working with. We use this when we ask ChatGPT to match what the sender company is looking for and what we do, and what they need help with and whether we are a good service match. It then suggests a response, which may range from simply saying thank you to a follow-up email including questions such as budget and timelines.
It is worth spending this time. An inquiry costs so much to get in that companies cannot afford to waste it with a bad or slow response. Once the system is operational, it provides valuable support to help companies improve efficiencies and achieve higher lead conversion rates.
This new approach forces us to segment our data better, and leaves us more time to personalise. It does not change the decision-making process, but makes those decisions faster, easier and more well-informed.
Watch our webinar on using n8n (with case studies) https://www.youtube.com/watch?v=iq7b0eCu_FA
Try it out at n8n.io
Contact us at hello@nightjarr.com
