HOW DO I MANAGE INCOMING LEADS? PRESENTED BY

Transcription

1 HOW DO I MANAGE INCOMING LEADS? PRESENTED BY

2 LET S GET STARTED! Introduction In this walkthrough, you ll learn how to use Lead Scoring and Lead Routing features in ONTRAPORT to manage incoming leads, assigning them to specific Sequences or staff members by means of automated rules. Doing this allows your business to handle a high volume of leads without taking time out of the day to segment them based on activity, entry point and demographics. As a bonus, automated lead management allows you to target certain types of leads with specific content. For instance, hot leads that are highly engaged with you can be marketed to more aggressively by being added to a product pitch Sequence automatically or reached out to with a sales call. Once you've set up your automated lead management, say goodbye to sorting through handwritten notes to pinpoint a lead s status in your sales cycle. Instead, you're able to trust your lead management program to do that for you.

3 LET S GET STARTED! To Do List 1. Set up a Lead Router to automatically assign contact owners to all new leads 2. Set up a Lead Scoring system for businesses that are regularly flooded with new leads

4 LET S GET STARTED! Things to consider: While all businesses stand to benefit from a Lead Router regardless of size or volume of leads not all businesses are cut out for a Lead Scoring system. There are a number of things to ask yourself before implementing Lead Scoring into your sales process: (1) Are you getting enough sales qualified leads? (2) Are you calling each lead to assess their likelihood of buying, and (3) Do you have enough time to implement Lead Scoring? If you answer no to even one of these questions, you may want to revisit Lead Scoring at a later time. Lead Scoring is most effective once you ve started gathering both demographic information on your leads (captured on Smart Forms) and behavioral data (aka lead intelligence) on how leads interact with your website.

5 LET S GET STARTED! Definitions to Know: Marketing Qualified Lead: Also known as a MQL, a marketing qualified lead is a lead who is more likely to become a customer compared to other leads based on demographic identifiers (such as title, budget, location, etc.) and their activity on your site or with your marketing. Lead Routing: Lead Routing lets you automatically assign contacts to specific members of your team based on pre-defined criteria that you establish. For instance, if your team has a particularly high performing sales rep on it, you may want to assign him/her the largest accounts. Or maybe your team represents multiple territories that speak different languages. In that case, you could assign leads based on their language selection or location. There are also Round Robin options that automatically distribute leads evenly across your team, and Weighted Random options that distribute leads to your team based on a set percentage. Once you've created a Lead Router, you're able to add contacts to it automatically via Marketing Trackers, Smart Forms, and/or Rules.

6 LET S GET STARTED! Definitions to Know (cont.): Round Robin: A Round Robin Lead Router evenly distributes leads one by one to each of the users who are in the router you create. Everyone will end up with the same number of leads over time. Weighted Random: Weighted Random allows you to set percentages of leads per user. Use this Lead Router if you want to assign a greater percentage of leads to certain users and a lower percentage to others. Of course, you ll have to make sure that the total is 100. Each new lead that comes in is randomly assigned to a User in the Lead Router, but with the probability set according to the percentages you set up. In the long term, everyone will end up with the share of leads they were assigned by percentages in the settings.

7 LET S GET STARTED! Definitions to Know (cont.): Lead Scoring: Lead Scoring is a system by which your contacts are ranked automatically in response to a particular action they take or if info in their Contact Record meets a set criteria, all of which is determined by you. The resulting score is used to prioritize your contacts and determine how far along they are in your sales funnel. By scoring your leads, you can customize a prospect's experience and nurture them for future engagement, sales, and repeat business. Lead scoring helps you do three things: Know who your most engaged prospects are Spot re-engaged prospects in your database Single out hot/engaged prospects for a unique sales experience

8 STEP 1 Set up a Lead Router Lead routing lets you automatically assign contacts to specific account users/sales reps on your team or distribute them as you see fit. Once you ve created a Lead Router, you re able to add contacts to it via Marketing Trackers, Smart Forms, or Rules Got it? Jump to Step Two

9 Set up a Lead Router 1. Go to Contacts > Settings 2. Select Lead Routing 3. Click New Lead Router Got it? Jump to Step Two

10 Set up a Lead Router 4. Choose Round Robin or Weighted Random. a. Round Robin i. Name your Lead Router ii. Add all users to whom leads should be routed. iii. Save b. Weighted Random i. Name your Lead Router ii. Add all users to whom leads should be routed. iii. Add what percentage of leads each person should get. (The total should equal 100%) iv. Save Got it? Jump to Step Two

11 STEP 2 Set up Lead Scoring Lead Scoring is a system by which your contacts are ranked automatically in response to a particular action they take or if info in their Contact Record meets a set criteria, all of which is determined by you. The resulting score is used to prioritize your contacts and pinpoint how far along they are in your sales funnel. By scoring your leads, you can customize a prospect's experience, nurturing them for future engagement, sales, and repeat business. Lead scoring helps you do three things: - Know who your most engaged prospects are - Spot re-engaged prospects in your database - Single out hot/engaged prospects for a unique sales experience.

12 Set up a Lead Scoring 1. Go to Contacts > Settings 2. Select Lead Scoring

13 Set up a Lead Scoring 3. Click + Add New Condition 4. Select a Condition of your choice from the drop down

14 Set up a Lead Scoring 5. Select an option from next drop down. 6. Assign a point value to your condition 7. If desired, assign a % to the score degradation field. 8. Save

15 You are now ready to manage incoming leads! PRESENTED BY