NAHB Builder 20 - Open Leads

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NAHB Builder 20 - Open Leads

  1. 1. B2C Engagement and Communication: Integrating Sales and Technology
  2. 2. Engagement:the act of attracting and holding fast
  3. 3. We all know about attracting prospects
  4. 4. But what do you do to hold on to them?
  5. 5. ... tocarry them on through the sales process?
  6. 6. ... to differentiate youfrom your competition?
  7. 7. What do you doto make them say, “WOW?”
  8. 8. This MAYdo it....
  9. 9. This WILLdo it....
  10. 10. Prompt, consistent and personal followup is acertain path to creating those “wows”
  11. 11. And those “wows” equal more closed deals.
  12. 12. “The best time to contact a lead (especially an online lead) isthe same day you receive it. A good marketing goal: callevery lead within four days … Reaching [a lead] within fourbusiness days significantly increases the likelihood that thislead will become a sales prospect. After seven business days,lead responsiveness dropped twenty percent.” - Knowledgestorm White Paper: “The Fine Art of Lead Management and Lead Follow-up.”
  13. 13. Suggested follow up frequency varies from study to study and can vary from industry to industry, and evenfrom business to business - but the overall takeaway from each is consistent.You MUST follow up, consistently and completely with each new lead - using whatever means you have available - phone, mail, email - until they are closed or you have determined they are no longer in the market.
  14. 14. Consistent and completefollow up requires a system
  15. 15. Do you have a sales system in place to instantly respond toeffectively follow up with them?
  16. 16. Open Leads as your Sales System: Easy Lead Management +Simple Sales Force Automation
  17. 17. How doesOpen Leads work?
  18. 18. How does Open Leads work?Leads come in to the system from your website, youronline forms, or are manually entered
  19. 19. How does Open Leads work?Leads come in to the system from your website, youronline forms, or are manually enteredThese leads are written to your database and appearin your lead list. Leads from your website or otherOpen Leads forms can trigger a Workflow, whichassigns a Type to the lead, assigns a user, adds anyappropriate actions to the lead for follow up, andgenerates an autoresponder email which is sent to theperson who filled out the form.
  20. 20. How does Open Leads work?Leads come in to the system from your website, youronline forms, or are manually enteredThese leads are written to your database and appearin your lead list. Leads from your website or otherOpen Leads forms can trigger a Workflow, whichassigns a Type to the lead, assigns a user, adds anyappropriate actions to the lead for follow up, andgenerates an autoresponder email which is sent to theperson who filled out the form.The user gets an email notice of a new lead beingassigned, and when they log in to their Open Leadsaccount, the lead is presented as new, and the tasksthey need to complete to close the sale are alreadyassigned to the lead.
  21. 21. Introduction to the Open Leads Application:The Dashboard, Lead List and Lead Detail Screens
  22. 22. The Dashboard
  23. 23. The DashboardYour Account Snapshot:
  24. 24. The DashboardYour Account Snapshot: Sales Leads at the click of a mouse
  25. 25. The DashboardYour Account Snapshot: Sales Leads at the click of a mouse Plus the ability monitor lead generation and sales flow via graphs
  26. 26. The DashboardYour Account Snapshot: Sales Leads at the click of a mouse Plus the ability monitor lead generation and sales flow via graphs Calendar of events to monitor your lead followup workflow
  27. 27. The Lead ListOpen Leads is a Salesand Marketing Databasefor use with ALL of yourleads:
  28. 28. The Lead ListOpen Leads is a Salesand Marketing Databasefor use with ALL of yourleads: Website Leads Walk-ins Open Houses Advertisements Referrals, etc.All in one location in aneasy to use interface
  29. 29. Lead DetailContact info, notes and history
  30. 30. Lead DetailContact info, notes and history Contact Info
  31. 31. Lead DetailContact info, notes and history Contact Info Source
  32. 32. Lead DetailContact info, notes and history Contact Info Source Sales Pipeline
  33. 33. Lead DetailContact info, notes and history Contact Info Source Sales Pipeline Assignment Information
  34. 34. Lead DetailContact info, notes and history Contact Info Source Sales Pipeline Assignment Information Tasks
  35. 35. Lead DetailContact info, notes and history Contact Info Source Sales Pipeline Assignment Information Tasks History
  36. 36. Working your Leads
  37. 37. Working your LeadsStep 1: Check for New Leads or Tasks on the Dashboard
  38. 38. Working your LeadsStep 1: Check for New Leads or Tasks on the Dashboard Look for new Leads
  39. 39. Working your LeadsStep 1: Check for New Leads or Tasks on the Dashboard Look for new Leads Check your daily Task Calendar
  40. 40. Working your LeadsOR Check the Tasks Tab
  41. 41. Working your LeadsOR Check the Tasks Tab By date or date range
  42. 42. Working your LeadsOR Check the Tasks Tab By date or date range From the daily “to-do” list
  43. 43. Working your LeadsStep 2: Choose your Lead to work. Either:
  44. 44. Working your LeadsStep 2: Choose your Lead to work. Either: From the Dashboard From the Lead List From the Tasks Tab
  45. 45. Working your LeadsStep 2: Choose your Lead to work. Either: From the Dashboard From the Lead List From the Tasks Tab Contact Info Make your call Send an email
  46. 46. Working your LeadsStep 2: Choose your Lead to work. Either: From the Dashboard From the Lead List From the Tasks Tab Contact Info Make your call Send an email
  47. 47. Working your LeadsStep 2: Choose your Lead to work. Either: From the Dashboard From the Lead List From the Tasks Tab Contact Info Make your call Send an email Update Status or Pipeline
  48. 48. Working your LeadsStep 2: Choose your Lead to work. Either: From the Dashboard From the Lead List From the Tasks Tab Contact Info Make your call Send an email Update Status or Pipeline Complete orschedule new tasks
  49. 49. Working your LeadsStep 2: Choose your Lead to work. Either: From the Dashboard From the Lead List From the Tasks Tab Contact Info Make your call Send an email Update Status or Pipeline Complete orschedule new tasks Add Comments
  50. 50. Managing your Leads
  51. 51. Views & Filters
  52. 52. Views & FiltersYou may filter your lead listby any number of elements Field Contents Date added or modified User Type Tasks, etc.Then save your filters as“Views” which are accessiblefrom the Lead List orDashboard - and then quicklymove between datasets asneeded
  53. 53. Integrating Open LeadsWith Your Website
  54. 54. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.
  55. 55. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.Incorporating this form on your website is very quick and easy.Either:
  56. 56. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.Incorporating this form on your website is very quick and easy.Either: Use the hosted form
  57. 57. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.Incorporating this form on your website is very quick and easy.Either: Use the hosted form Embed the form using auto-generated iFrame code (like embedding a YouTube Video)
  58. 58. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.Incorporating this form on your website is very quick and easy.Either: Use the hosted form Embed the form using auto-generated iFrame code (like embedding a YouTube Video) Copy and paste the Form HTML to your own site.
  59. 59. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.Incorporating this form on your website is very quick and easy.Either: Use the hosted form Embed the form using auto-generated iFrame code (like embedding a YouTube Video) Copy and paste the Form HTML to your own site.Once the form is on your site, anyone who fills it out isautomatically entered into your Open Leads account. Then (via aworkflow) you can automatically:
  60. 60. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.Incorporating this form on your website is very quick and easy.Either: Use the hosted form Embed the form using auto-generated iFrame code (like embedding a YouTube Video) Copy and paste the Form HTML to your own site.Once the form is on your site, anyone who fills it out isautomatically entered into your Open Leads account. Then (via aworkflow) you can automatically: Send them a Thank You Autoresponder Email
  61. 61. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.Incorporating this form on your website is very quick and easy.Either: Use the hosted form Embed the form using auto-generated iFrame code (like embedding a YouTube Video) Copy and paste the Form HTML to your own site.Once the form is on your site, anyone who fills it out isautomatically entered into your Open Leads account. Then (via aworkflow) you can automatically: Send them a Thank You Autoresponder Email Be notified of your new lead
  62. 62. Integrating Open Leads With Your WebsiteEvery Open Leads account comes with a contact formgenerator, accessed from your Settings Tab. Create as manyforms as you need for for your website, landing pages,promotions, etc.Incorporating this form on your website is very quick and easy.Either: Use the hosted form Embed the form using auto-generated iFrame code (like embedding a YouTube Video) Copy and paste the Form HTML to your own site.Once the form is on your site, anyone who fills it out isautomatically entered into your Open Leads account. Then (via aworkflow) you can automatically: Send them a Thank You Autoresponder Email Be notified of your new lead Have followup tasks automatically scheduled
  63. 63. What can I do with Open Leads? * Source: “How Much Marketing Is Too Much?” by Jessica Tsai DestinationCRM.com
  64. 64. What can I do with Open Leads?Organize all of your leads - making it easy totrack which ones are converted to sales * Source: “How Much Marketing Is Too Much?” by Jessica Tsai DestinationCRM.com
  65. 65. What can I do with Open Leads?Organize all of your leads - making it easy totrack which ones are converted to salesOpen Leads helps you to centralize that data into a single resource * Source: “How Much Marketing Is Too Much?” by Jessica Tsai DestinationCRM.com
  66. 66. What can I do with Open Leads?Organize all of your leads - making it easy totrack which ones are converted to salesOpen Leads helps you to centralize that data into a single resource A recent survey of 852 marketing professionals indicated that 69 percent of whom use three or more applications to store and analyze their marketing and campaign data in their daily operations; 20 percent use seven or more.* * Source: “How Much Marketing Is Too Much?” by Jessica Tsai DestinationCRM.com
  67. 67. What can I do with Open Leads? * Source: “Your essential email campaign checklist” By David Baker imediaconnection.com September 29, 2008
  68. 68. What can I do with Open Leads?Send personalized email marketing campaigns out toyour prospects on a regular basis using mass emails(up to 10,000 email messages per month) * Source: “Your essential email campaign checklist” By David Baker imediaconnection.com September 29, 2008
  69. 69. What can I do with Open Leads?Send personalized email marketing campaigns out toyour prospects on a regular basis using mass emails(up to 10,000 email messages per month) Email is the most cost effective marketing tool available, with returns as high as 57:1 according to some analysts * Source: “Your essential email campaign checklist” By David Baker imediaconnection.com September 29, 2008
  70. 70. What can I do with Open Leads?Send personalized email marketing campaigns out toyour prospects on a regular basis using mass emails(up to 10,000 email messages per month) Email is the most cost effective marketing tool available, with returns as high as 57:1 according to some analysts Personalizing your email messages increases response 30-40% * * Source: “Your essential email campaign checklist” By David Baker imediaconnection.com September 29, 2008
  71. 71. What can I do with Open Leads?Create and generate call lists or “to-do” listsinstantly, keeping you on-task for each prospectMonitor your sales team’s activityView your active and completed tasksCategorize your leadsMonitor advertising effectivenessMost of all - Manage and improve your marketingcommunication via timely and automatedresponses
  72. 72. Why is this important?
  73. 73. Why is this important?Research shows that a significant portion ofpurchasers start on the Internet * Source: Pew Internet and American Life Project 5/18/2008
  74. 74. Why is this important?Research shows that a significant portion ofpurchasers start on the InternetHalf of all real estate purchasers indicate that theInternet was their primary source for pre-purchase research * * Source: Pew Internet and American Life Project 5/18/2008
  75. 75. Why is this important?Research shows that a significant portion ofpurchasers start on the InternetHalf of all real estate purchasers indicate that theInternet was their primary source for pre-purchase research *We live in a society OBSESSED with “instantgratification” * Source: Pew Internet and American Life Project 5/18/2008
  76. 76. Why is this important?Research shows that a significant portion ofpurchasers start on the InternetHalf of all real estate purchasers indicate that theInternet was their primary source for pre-purchase research *We live in a society OBSESSED with “instantgratification”If a consumer approaches you for information,they want it in a timely and professional manner.How you handle this can be the differencebetween sale and a “no sale” * Source: Pew Internet and American Life Project 5/18/2008
  77. 77. Key Elements of anInternet Marketing System
  78. 78. Key Elements of anInternet Marketing System Instant confirmation of receipt of their information - using Open Leads Autoresponders.
  79. 79. Key Elements of anInternet Marketing System Instant confirmation of receipt of their information - using Open Leads Autoresponders. Providing them detailed information on your company, products and/or services. Internet users expect to find the information they are looking for
  80. 80. Key Elements of anInternet Marketing System Instant confirmation of receipt of their information - using Open Leads Autoresponders. Providing them detailed information on your company, products and/or services. Internet users expect to find the information they are looking for Personalized service and followup. Too often we hide behind the technology, and lose that personal touch. Open Leads blends technology and personalization.
  81. 81. “3 Keys to Customer Satisfaction” - Dennis SnowLook through the “lens of the customer.”• Would you expect to be acknowledged immediately upon requesting information?• Would you want a personalized response, or just a dry, generic message?When it comes to a company’s environment, recognize that“everything speaks”• From the way you answer the phone to the way you reply to an inquiry, each element of your contact speaks volumes about your organization - and should be carefully orchestrated.Create customer “wows”• Little things you do, such as sending personalized messages for birthdays or anniversaries, etc., can cause the prospect or your customer to say, “Wow!”• This is what sets you apart from your competition * Source: Dennis Snow and Associates. www.snowassociates.org

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