Saturday, April 28, 2007
Leads in Electronic Format; Key to Sales Success
First, let me define what I mean by “electronic format”. When someone calls in from a direct mail piece or from some other form of advertising, the sales person who picks up the phone doesn’t immediately know who the customer is, and should enter their information into a database or lead management software. As simple as it sounds, it’s all too common that sales people won’t do data entry.
Receiving leads in electronic format is becoming increasingly more common, and more important. In the Mortgage or Automotive space, this is pretty typical; other industries have not fully adopted this model.
We believe that a successful lead management strategy requires that leads are delivered and managed in electronic format. This may seem pretty obvious, but clients that don’t get leads this way, typically don’t see the value of our software. If you’re generating leads from direct mail, call-ins, trade shows, or any other method that doesn’t typically deliver leads in electronic format, you will have a more difficult time developing process around how to convert those leads (another reason why I believe traditional marketing methods are seeing increasingly lower conversion rates vs. the internet for example).
How do you get leads delivered electronically? Some methods are more obvious than others; of course if you are buying leads from LowerMyBills.com, they’ll send them to you in a number of electronic formats. But if you’re doing print advertising, direct mail, telemarketing, etc… you may not be so lucky. We’ve got some experience with this; contact us to discuss ways we can help.
Receiving leads in electronic format is becoming increasingly more common, and more important. In the Mortgage or Automotive space, this is pretty typical; other industries have not fully adopted this model.
We believe that a successful lead management strategy requires that leads are delivered and managed in electronic format. This may seem pretty obvious, but clients that don’t get leads this way, typically don’t see the value of our software. If you’re generating leads from direct mail, call-ins, trade shows, or any other method that doesn’t typically deliver leads in electronic format, you will have a more difficult time developing process around how to convert those leads (another reason why I believe traditional marketing methods are seeing increasingly lower conversion rates vs. the internet for example).
How do you get leads delivered electronically? Some methods are more obvious than others; of course if you are buying leads from LowerMyBills.com, they’ll send them to you in a number of electronic formats. But if you’re doing print advertising, direct mail, telemarketing, etc… you may not be so lucky. We’ve got some experience with this; contact us to discuss ways we can help.
# posted by Jeff Solomon @ 3:30 PM 
