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Everything we know about the lead business from everyone at the Leads360 family. From online lead providers like LowerMyBills.com to Mortgage Lead Management best practices. We'll tell you what we know and what we've learned.  

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A lot of the writing about lead management focuses on how it helps companies by giving them the tools to close more deals. But a closed deal doesn’t isn’t only a win for a sales rep and the company that employs him. A closed deal is also a win for the consumer. Too often the successful close is framed in terms of it being a positive experience it is for the sales rep, the sales manager, the business owner. But a close means that a customer’s needs were met. A close means the customer had a positive experience. And positive customer experiences don’t just mean revenue; they strengthen your brand, they lead to word of mouth advertising. Consumers may not experience lead management software directly, but they feel it’s effects. And the effects are positive.

To wit, let’s contrast the following two scenarios. Both scenarios begin with a prospect filling out a web form asking for more information, for a quote, or to be contacted by a sales rep.

For the company 1, using lead management software, this inquiry is received and assigned to the rep correctly licensed and most experienced to deal with the prospect. The inquiry reaches the desk of a sales rep less than a minute after the consumer clicks submit. And if the lead management software has an integrated lead dialer, the sales reps phone rings and connects him to the lead. Lead management software effectively turns a web inquiry into a phone call. The consumer is contacted by a rep within a minute and they can discuss whatever deal is going to be made.

For company 2, not using lead management software, the inquiry is received some time later. If the leads are received by email, and distributed by a very responsive sales manager, the best case scenario is probably ten or fifteen minutes. If the sales manager is at lunch, or backlogged with some other work, the time just goes up from there. So when the sales rep receives this “New” lead, he gives her  a call, thinking that this is a fresh start with a new opportunity. He calls and gets a voicemail. He leaves a message but never gets a call back. The consumer hears the voicemail, receives an email but is already dealing with another company. She thinks the rep will just give up if she never responds, so she doesn’t. The rep continues leaving messages and sending emails until he finally concludes this lead isn’t going anywhere.

So if you’re not getting through to new leads, it’s probably because someone else already has. Think about that next time you’re leaving a voicemail.

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