What Happens to Inquiries Generated From Your Website?
Maybe you are a small business owner. You built a website, but no one ever saw it. So you did some search engine optimization to make your site easier to find. You started adding content to your website, or added a blog, to keep people coming back. And it’s all working. People looking for whatever you sell are finding your website, and they are clicking through looking at your materials. You speak to customers on the phone and they say they found you on the web. You even have a form on your website to capture inquiries, so customers are contacting you. It would appear as though things are going pretty well so far. Congratulations. You are one of the small business owners who truly understands what a properly maintained website can do for your business.
If it is just you selling your product; if you don’t have competition, or you don’t other people at your company who also sell, you may not need to go any further. But if you do have competition, and there are multiple sales reps at your company, there are some other things to consider. Consider your competition. A person who has sought out your product or service and has submitted their contact information is a highly motivated buyer. This is a person who has identified the need and is ready to pull the trigger. Have they contacted only you? If you have a monopoly on your offering, you don’t need to worry. But if you have competition it’s a safe assumption that the prospect submitted an inquiry elsewhere.
It is important to be the first person on the phone with this highly motivated buyer. With lead management software it’s possible to add a form to your website that posts the lead information directly and immediately into the lead management software platform. From there it is possible to instantaneously assign the lead to a sales rep at your company based on configurable rules. When the lead is assigned to a rep, the reps phone will ring and he will be connected to the person who made the inquiry at your website. Maybe your website is the first website where they submitted their inquiry, maybe it’s not. But if you are using a lead management solution that allows you to capture leads from your website and has an integrated lead dialer, there simply is no faster way to get a lead on the phone.
