This document discusses integrating sales and technology through consistent follow up with leads using a sales system like Open Leads. It emphasizes following up with leads promptly, within 4 days ideally, to significantly increase the likelihood of converting leads to prospects. Open Leads is presented as a sales and marketing database that allows users to easily manage all leads, work leads from the dashboard or task list, and integrate contact forms on their website to capture leads.

1. B2C Engagement and
Communication:
Integrating Sales
and Technology

2. Engagement:
the act of attracting
and holding fast

3. We all know about
attracting
prospects

4. But what do you
do to
hold on
to them?

5. ... to
carry them on through
the sales process?

6. ... to
differentiate you
from your competition?

7. What do you do
to make them say,
“WOW?”

8. This MAY
do it....

9. This WILL
do it....

10. Prompt, consistent
and personal followup is a
certain path to creating those
“wows”

11. And those “wows” equal
more closed deals.

12. “The best time to contact a lead (especially an online lead) is
the same day you receive it. A good marketing goal: call
every lead within four days … Reaching [a lead] within four
business days significantly increases the likelihood that this
lead 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. Suggested follow up frequency varies from study to study and
can vary from industry to industry, and even
from 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. Consistent and complete
follow up requires a system

15. Do you have a sales system in
place to instantly respond to
effectively follow up with them?

16. Open Leads as
your
Sales System:
Easy Lead Management
+
Simple Sales Force Automation

17. How does
Open Leads work?

18. How does
Open Leads work?
Leads come in to the system from your website, your
online forms, or are manually entered

19. How does
Open Leads work?
Leads come in to the system from your website, your
online forms, or are manually entered
These leads are written to your database and appear
in your lead list. Leads from your website or other
Open Leads forms can trigger a Workflow, which
assigns a Type to the lead, assigns a user, adds any
appropriate actions to the lead for follow up, and
generates an autoresponder email which is sent to the
person who filled out the form.

20. How does
Open Leads work?
Leads come in to the system from your website, your
online forms, or are manually entered
These leads are written to your database and appear
in your lead list. Leads from your website or other
Open Leads forms can trigger a Workflow, which
assigns a Type to the lead, assigns a user, adds any
appropriate actions to the lead for follow up, and
generates an autoresponder email which is sent to the
person who filled out the form.
The user gets an email notice of a new lead being
assigned, and when they log in to their Open Leads
account, the lead is presented as new, and the tasks
they need to complete to close the sale are already
assigned to the lead.

21. Introduction to the Open Leads
Application:
The Dashboard, Lead List and Lead
Detail Screens

22. The Dashboard

23. The Dashboard
Your Account Snapshot:

24. The Dashboard
Your Account Snapshot:
Sales Leads at the click of a
mouse

25. The Dashboard
Your Account Snapshot:
Sales Leads at the click of a
mouse
Plus the ability monitor lead
generation and sales flow via
graphs

26. The Dashboard
Your 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. The Lead List
Open Leads is a Sales
and Marketing Database
for use with ALL of your
leads:

28. The Lead List
Open Leads is a Sales
and Marketing Database
for use with ALL of your
leads:
Website Leads
Walk-ins
Open Houses
Advertisements
Referrals, etc.
All in one location in an
easy to use interface

29. Lead Detail
Contact info, notes and history

30. Lead Detail
Contact info, notes and history
Contact Info

31. Lead Detail
Contact info, notes and history
Contact Info
Source

32. Lead Detail
Contact info, notes and history
Contact Info
Source
Sales
Pipeline

33. Lead Detail
Contact info, notes and history
Contact Info
Source
Sales
Pipeline
Assignment
Information

34. Lead Detail
Contact info, notes and history
Contact Info
Source
Sales
Pipeline
Assignment
Information
Tasks

35. Lead Detail
Contact info, notes and history
Contact Info
Source
Sales
Pipeline
Assignment
Information
Tasks
History

36. Working your Leads

37. Working your Leads
Step 1: Check for New Leads or
Tasks on the Dashboard

38. Working your Leads
Step 1: Check for New Leads or
Tasks on the Dashboard
Look for new Leads

39. Working your Leads
Step 1: Check for New Leads or
Tasks on the Dashboard
Look for new Leads
Check your daily
Task Calendar

40. Working your Leads
OR Check the Tasks Tab

41. Working your Leads
OR Check the Tasks Tab
By date or date range

42. Working your Leads
OR Check the Tasks Tab
By date or date range
From the daily “to-do”
list

43. Working your Leads
Step 2: Choose your Lead to work.
Either:

44. Working your Leads
Step 2: Choose your Lead to work.
Either:
From the Dashboard
From the Lead List
From the Tasks Tab

45. Working your Leads
Step 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. Working your Leads
Step 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. Working your Leads
Step 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. Working your Leads
Step 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 or
schedule new tasks

49. Working your Leads
Step 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 or
schedule new tasks
Add Comments

50. Managing your Leads

51. Views & Filters

52. Views & Filters
You may filter your lead list
by any number of elements
Field Contents
Date added or modified
User
Type
Tasks, etc.
Then save your filters as
“Views” which are accessible
from the Lead List or
Dashboard - and then quickly
move between datasets as
needed

53. Integrating
Open Leads
With Your Website

54. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms as you need for for your website, landing pages,
promotions, etc.

55. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms as you need for for your website, landing pages,
promotions, etc.
Incorporating this form on your website is very quick and easy.
Either:

56. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms 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. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms 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. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms 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. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms 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 is
automatically entered into your Open Leads account. Then (via a
workflow) you can automatically:

60. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms 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 is
automatically entered into your Open Leads account. Then (via a
workflow) you can automatically:
Send them a Thank You Autoresponder Email

61. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms 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 is
automatically entered into your Open Leads account. Then (via a
workflow) you can automatically:
Send them a Thank You Autoresponder Email
Be notified of your new lead

62. Integrating
Open Leads
With Your Website
Every Open Leads account comes with a contact form
generator, accessed from your Settings Tab. Create as many
forms 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 is
automatically entered into your Open Leads account. Then (via a
workflow) you can automatically:
Send them a Thank You Autoresponder Email
Be notified of your new lead
Have followup tasks automatically scheduled

63. What can I do with
Open Leads?
* Source: “How Much Marketing Is Too Much?” by Jessica Tsai
DestinationCRM.com

64. What can I do with
Open Leads?
Organize all of your leads - making it easy to
track which ones are converted to sales
* Source: “How Much Marketing Is Too Much?” by Jessica Tsai
DestinationCRM.com

65. What can I do with
Open Leads?
Organize all of your leads - making it easy to
track which ones are converted to sales
Open Leads helps you to centralize that data in
to a single resource
* Source: “How Much Marketing Is Too Much?” by Jessica Tsai
DestinationCRM.com

66. What can I do with
Open Leads?
Organize all of your leads - making it easy to
track which ones are converted to sales
Open Leads helps you to centralize that data in
to 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. What can I do with
Open Leads?
* Source: “Your essential email campaign checklist”
By David Baker imediaconnection.com September 29, 2008

68. What can I do with
Open Leads?
Send personalized email marketing campaigns out to
your 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. What can I do with
Open Leads?
Send personalized email marketing campaigns out to
your 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. What can I do with
Open Leads?
Send personalized email marketing campaigns out to
your 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. What can I do with
Open Leads?
Create and generate call lists or “to-do” lists
instantly, keeping you on-task for each prospect
Monitor your sales team’s activity
View your active and completed tasks
Categorize your leads
Monitor advertising effectiveness
Most of all - Manage and improve your marketing
communication via timely and automated
responses

72. Why is this important?

73. Why is this important?
Research shows that a significant portion of
purchasers start on the Internet
* Source: Pew Internet and American Life Project 5/18/2008

74. Why is this important?
Research shows that a significant portion of
purchasers start on the Internet
Half of all real estate purchasers indicate that the
Internet was their primary source for pre-
purchase research *
* Source: Pew Internet and American Life Project 5/18/2008

75. Why is this important?
Research shows that a significant portion of
purchasers start on the Internet
Half of all real estate purchasers indicate that the
Internet was their primary source for pre-
purchase research *
We live in a society OBSESSED with “instant
gratification”
* Source: Pew Internet and American Life Project 5/18/2008

76. Why is this important?
Research shows that a significant portion of
purchasers start on the Internet
Half of all real estate purchasers indicate that the
Internet was their primary source for pre-
purchase research *
We live in a society OBSESSED with “instant
gratification”
If a consumer approaches you for information,
they want it in a timely and professional manner.
How you handle this can be the difference
between sale and a “no sale”
* Source: Pew Internet and American Life Project 5/18/2008

77. Key Elements of an
Internet Marketing System

78. Key Elements of an
Internet Marketing System
Instant confirmation of receipt of their
information - using Open Leads Autoresponders.

79. Key Elements of an
Internet 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. Key Elements of an
Internet 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. “3 Keys to Customer
Satisfaction”
- Dennis Snow
Look 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