Multichannel lead management.
Multichannel lead management
To generate a sufficient number of leads, most companies need to adopt multiple online strategies. This typically includes email, organic search marketing, paid search marketing, display, ad retargeting, lead acquisition and affiliate networks.
A lead is created with the capture of an interested partyâs contact details, typically via an online form and occasionally by a telephone operator who notes down and inputs the data. Sometimes the capture will take place on the companyâs own website, and sometimes on a third party website. In the latter case, the lead data is subsequently transmitted to the company by API call, URL posting, XML feed or email.
LeadScorz accepts all lead posting methods, placing each new lead in a cloud-based process queue, to ensure complete data security. LeadScorz provides responses that communicate the lead delivery success and process status.
On reception of a new lead, LeadScorz first checks it against all existing leads in its own database, and then against existing leads in any external CRM. This ensures only genuine new leads are posted to your CRM, saving duplicated effort and eliminating database clutter. Where the duplicate lead is generated by a third party, it can be rejected immediately, avoiding paying for the same lead twice.
Bad leads waste time and money.
A lead is invalid either because the contact details are incorrect, or because it fails to meet your pre-established criteria.
LeadScorz ensures that new leads are contactable, before they waste your sales teamâs time, checking telephone numbers against operator databases and confirming email addresses are working. It checks the logic of postal addresses and post codes. Optionally, it can integrate with third party databases, where available, to provide extra validation for postal addresses.
Crucially, LeadScorz validates all inbound leads against any criteria you establish. For each field on the form, you can easily create rules that decide whether or not to accept the lead.
The most complex task in handling multichannel campaigns is to efficiently measure the relative performance of each channel.
LeadScorzâs lead analytics helps you identify trends and anomalies, and provides you with a clear view on the cost per sale of each channel, by product. Its customizable reports empower you to make informed, efficient decisions on marketing budget allocation, and tell you what you should be paying to third party lead aggregators and affiliates.
Lead Profiling & Scoring
Over time, form and tracking data collected by LeadScorz allows you to profile leads to predict likely outcome, and to better customize marketing response and budget allocation.
Using profiles created from historical data, conversion data and analysis of data received, LeadScorz can apply a score to new leads before passing them to the CRM. This enables sales teams to prioritize those leads that have a higher potential to convert, or to assign the best person for a particular opportunity.
Lead Response Acceleration.
Lead Response Acceleration
Various studies demonstrate that speed to contact is a key factor in improving the conversion from lead to sales.*
LeadScorz helps you respond to leads in seconds, rather than in hours or days.
For any new lead, LeadScorz can automatically send a customized email or SMS, or a telephone call using its integrated IVR (Interactive Voice Response) solution.
The IVR solution can be used to hot transfer a new lead to your call center within seconds of the lead having been received, or can be used to allow the potential client to schedule the best time for them to be contacted. It can also be used to allow the potential client to invalidate the lead, saving any lead acquisition cost and the valuable time of your sales people.
*Perhaps the most important of these are Professor James Oldroydâs studies Lead Response Management Survey (while at Kellogg School of Management at Northwestern University) and his 2007 Lead Response Management Study, performed while Dr.Oldroyd was at MIT.