Introducing….
Victoria SantiagoCustomer Care Specialist
What is “Lead Management”?
Wikepedia: Term used to describe the methodologies and systems to manage customer prospects and inquiries generated by a variety of marketing techniques.
Lead Flow Process
The Lead Flow Process includes the following steps:
1. Advertising
2. Customer Inquiry or Response
3. Inquiry Captured
4. Inquiry Filtered
5. Lead graded and prioritized
6. Lead Distribution
7. Sales Contact
8. Lead Nurturing or Retention
9. Sales Result
Captures and Tracks:
Telephone and Voice Mail Leads
@ Web Form and Email Leads
Web and Print Media Performance$ $$
Benefits
Effortlessly capture and convert More Leads Automatically Post Leads to your CRM Never Waste an advertising dollar Never Lose a lead Save on telecom services
Captures Leads Automatically
Phone calls
Voice Mail
Web forms
Emails
Captures Leads Automatically
Phone calls
Voice mails
Web forms
Emails
Captures Leads Automatically
Phone calls
Voice mails
Web forms
Emails
Captures Leads Automatically
Phone calls
Voice mails
Web forms
Emails
Captures Leads Automatically
Phone calls
Voice mails
Web forms
Emails
For Sale
Recorded Property Info442-4070 code 20311
Code 20311Property Sign
Code 21511The Herald
Code 23711Your Website
Create Sources for all Your Leads
Lawn signs
Print advertising
Web sites
TV and Radio
Anything!
Create Sources for all Your Leads
Lawn signs
Print advertising
Web sites
TV and Radio
Anything!
Create Sources for all Your Leads
Lawn signs
Print advertising
Web sites
TV and Radio
Anything!
Create Sources for all Your Leads
Lawn signs
Print advertising
Web sites
TV and Radio
Anything!
Create Sources for all Your Leads
Lawn signs
Print advertising
Web sites
TV and Radio
Anything!
Create Sources for all Your Leads
Lawn signs
Print advertising
Web sites
TV and Radio
Anything!
Create Listings and Recordings
Only four fields to enter
Use your phone to record property information
Unlimited listings available
Create Listings and Recordings
Only four fields to enter
Use your phone to record property information
Unlimited listings available
Create Listings and Recordings
Only four fields to enter
Use your phone to record property information
Unlimited listings available
Create Listings and Recordings
Only four fields to enter
Use your phone to record property information
Unlimited listings available
Create “Follow Me” Call Forwarding Rules
Always be available if you chose to be
Make initial contact faster
Leads can connect immediately
Create “Follow Me” Call Forwarding Rules
Always be available if you chose to be
Make initial contact faster
Leads can connect immediately
Create Web Forms
Collect customized pre-qualifying information
Unlimited fields
Automatically Measure Marketing Return
Know your best lead sources
Eliminate ineffective advertising expenses
Improve marketing performance
Automatically Measure Marketing Return
Know your best lead sources
Eliminate ineffective advertising expenses
Improve marketing performance
Automatically Measure Marketing Return
Know your best lead sources
Eliminate ineffective advertising expenses
Improve marketing performance
Automatically Measure Marketing Return
Know your best lead sources
Eliminate ineffective advertising expenses
Improve marketing performance $ $ $ $
Wait, there’s more…
Let’s Take a Closer Look….
Virtual Assistance Industry Overview
Estimated to be 8,000-12,000 VAs worldwide, many of those provide specialized services for different industries, including:
Real Estate Coaches/Speakers Mortgage Brokers Lawyers Internet Marketers Solo-preneurs
How LeadtoClose has been marketed to VAs to date…
Live demos & trainings have been advertised through several different VA networking forums
Initial test Google Adwords campaign Responding to relevant posts on message boards to
create a buzz Writing articles that would be of interest to VAs
regarding lead management Advertising in industry newsletters
Future plans to market to VAs include:
Extensive survey of the industry Considering sponsorship of VA tradeshows including the Forum
on Virtual Assistance (FoVA) – a VA conference happening in May 2008
Create an on demand online demo and market it through different online forums for VAs
Put in place a community manager to actively build creditability and promote the product through various targeted online communities.
Expand Google Adwords funding Create more marketing materials directly targeted towards the
VA community. Identify key bloggers and experts in online communities to assist
with marketing to VAs.
LeadtoClose Improvement Efforts
Beta Program VA Focus Group Usability Study Operational Requirements Review Redevelopment Phase I and II
Beta Program
To encourage usage we have offered LeadtoClose to targeted individuals as a free Beta program.
Significant increase in ‘sign ups’ (over 100) Regularly scheduled demos and live training Minimal signs of actual usage Requests for on-demand training
VA Focus Group Program
Goal of the group was to solicit feedback on usability, the brand, affiliate program and testimonials.
A small retainer, perpetual license and advertising on LeadtoClose offered
6 Real Estate VAs participated in group training, discussions, and 1:1 training
Assignments and Surveys implemented to ensure feedback was obtained
VA Focus Group Conclusions
Consensus that LeadtoClose could offer them a valuable tool for managing leads, most significantly the automated Lead and Contact processes.
Improve system navigation, consistency and organization of system functionality.
Primary area for improvements came in the system “setup” procedures
Numerous positive suggestions for new system functionality
Usability Study
Engaged a Usability Consultant to perform a complete Usability review of LeadtoClose. Principles include:
Navigation Functionality Control Consistency Visual clarity Feeback
Redesign Requirements Analysis
Detailed system review of LeadtoClose with internal resources, lead developer and usability consultant
Combine improvement program findings with the expertise of a senior development program manager
Phase I – new look & feel, reorganization of setup and day to day system functions
Phase II – reorganization and improvements to automated functions, Contacts and Reporting
Redesign Phase I
General Issues Integrate new CSS User Interface Add role-based security Improve Searching System Navigation
Sign Up Process
Profile / Admin Screens
Redesign Phase I
Setup Section - Add a new section called Setup. Move the following menus into this section :
Web Forms Lead Sources Email Templates Lead Qualifications Automation§ Auto Lead Processor§ Action Plans· Reporting Tags§ Listing Events§ Campaigns
Redesign Phase I
Listing Setup Webforms LeadSources Listings
Display the code necessary to display either an Iframe or to embed a widget.