Services: Lead Nurturing
Technology Sales Leads "Lead Tracking and
Nurturing Process" is designed to ensure its clients maximise
their return on investment in lead generation. The process outlined below
ensures that long-term opportunities, which often comprise 75% of the
total opportunity rate, do not fall into the "Black Hole".
Step 1:
A project database is developed with customised tracking fields to automate
the tracking and nurturing process. The database can be based on:
- TSL's secure extranet, accessed via password through
www.tsleads.com.
- The clients extranet, whereby TSL uploads data
at the end of each day.
- A MS Access database, which will be forwarded to
the relevant parties at regular intervals.
Step 2:
Long term opportunities are identified and "tagged" in the database with
the following information:
- Date for follow up
- Contact person for follow up
- Method of follow up (email / telephone / other)
- Topic of follow up
- Any action/preparation required before follow up
date
- Opt In allowed i.e. do you have permission to send
them regular updates?
Step 3:
Newsletters or direct mail shots are sent to prospects on a pre-defined
schedule. TSL can implement complete email marketing and direct mail campaigns
including newsletters from design, translation into several languages,
distribution and follow up on each mail/email piece.
Step 4:
Prospects are contacted by TSL at regular intervals, according to the
pre - defined schedule for contact outlined in Step 3.
Step 5:
TSL provides each client with monthly updates on "aged list of opportunities"
i.e. how many leads are 90-180 days old, etc.
Step 6:
Prospects are passed on to client's sales force, or closed off according
to pre-agreed definitions (e.g. lost, project suspended, project cancelled).
At this point, TSL can implement a win/ loss analysis to determine the
reasons for losing the sale and also the key factors that contributed
to closing the sale.
Step 7:
TSL will follow-up monthly with all sales representatives that do not
automatically report back on progress made on each lead. TSL will report
back on the status of each lead and where it is in the sales process.
This will entail multiple phone calls to the sales representatives if
they do not update their tracking sheets or Web database. TSL will also
contact the prospect directly if the sales representative does not report
back.
The client receives monthly updates on their sales force's performance
i.e. number of leads provided to each sales representative and the status
of each lead, including actual close rates and amount of revenue generated
by each rep.
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