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Is Your Company Throwing Away Its Future?

In the case of most businesses who have paid attention and implemented online marketing strategies you will be getting site visitors. These visitors could be on your site at anytime, from the evenings to the weekends. Most website contain calls to action, usually either a phone number, online form or an instant messenger service. But what happens with stored voicemails or messages via the form or an offline chat feature. Insidesales.com did some in-depth research into what companies did with these leads that could potentially turn into new clients. Very surprisingly 53% of top companies don’t respond to these potential clients at all.

This is startling, firstly because inbound leads convert the highest as they are trying to contact you. The research also showed that if a lead was contacted within 5 mins versus 30 minutes, businesses have a 100 x chance at contacting the lead and 21 x the rate of closing that lead. There are a few solutions to these issues and let’s face it, in a tough economy no business can afford to ignore new customers. The first solution is to have your email leads and IM leads be stored within a CMS that is checked daily. Using a CMS means you can customize notifications and change the status of incoming leads. Another great way is call trigger each time a lead is generated.

It works by activating a call trigger each time a user submits a form. A sales rep will then receive a call whisper notifying them of the leads name, phone number and other important details. Contacting them within the 5 minute window will surely increase chances of a conversion. Of course it depends on the type of conversion you are trying to achieve, a content download will probably not require a trigger, however a sales enquiry certainly should be contacted immediately.

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Client Acquisition

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Client Acquisition: How We Deliver Results

Lead Generation

Creating effective marketing and lead generation campaigns can be challenging, confusing and time consuming.  Over the years we have studied different strategies and channels to determine the best source of marketing for businesses.  We then analyzed this data to come up with a platform to deliver targeted and filtered leads to businesses based on the goals and growth.  Instead of driving clicks to a website we decided to take an approach the works with your business based on these goals.  Through this we have created a few core components on how we achieve our results and approach the creation of your campaign.

The approach

When creating a marketing campaign we work with you to analyze the goals of your business and what type of customers you are looking for, this is known as a filter set.  A filter set is comprised of a specific list of filters that determine the value, quality and legitimacy of a lead.  If a lead does not meet the filter sets, we will filter this out.  We then analyze your business and goals to determine the approach we should take with your campaign, this is known as the who, what, when, where and how, also known as targeting.  By creating a filter set and then creating a campaign towards the target market, we are able to provide results and conversions.

How We Filter and Target Leads

  • Identify key measures of what you consider a lead
  • Identify and define the objective of the campaign, keeping it realistic.
  • Understanding the prospect profile and segment based on the needs of your business.
  • Understand the buying cycles of each prospect and determine what and how to move them through the phases.
  • Maximize branding and keep branding and message engaging to take action.
  • Develop corresponding messages that correlate the overall goal of your business.
  • Implement small manageable campaigns, measure results and refine and expand.

The Results

By effectively creating and implementing the correct filter sets and targeting we are able to deliver the leads that you want as a business.  Once a lead meets the specified targeting and filter sets, they will be delivered directly over to your business.  This strategy has proven to be effective amongst many businesses, such as Coscto Finance, Access Line, Lending Tree and more.  To view our case studies, visit here.

This is the approach we take when creating email campaigns for our clients.  If you would like to learn more, contact us today.

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