Most businesses that publish online quote request forms do so with little or no strategy.
These forms are typically published on their website as a wish, and often generate an email to some hapless employee who has to stop whatever they're doing each time to process them. Needless to say, if these quote requests come in with enough regularity, it's easy to see some, if not many of them slipping through the cracks, and leads getting squandered.
Process failure, not a human one
This breakdown is not the fault of the hapless employee, so much as the weak lead workflow. These people should never have been inserted into this process in the first place. People get busy, and things get forgotten. If a business is going to invest in lead generation, the fruits of such efforts should not land in someone's inbox.
If you're not convinced, consider the following:
Learn to look past the inbox
What these realities teach us is a successful lead generation strategy must look past the inbox, and respect everyone's time and efforts. To be successful, new leads must instantly manifest as new or updated contacts in their CRM, complete with all the follow-up details needed for a sale. Efficient lead processing should empower your sales team to do more sales, not more typing.
Now if this sounds wishful, consider what would happen if that same company were to replace the current quote request form on its website with one from Link2forms Team Edition. This new form would look the same, if not better, but the lead generation workflow would change to the following:
All this would happen without any human intervention or delay.
Small changes can produce big results
Now imagine what this small change could do for that business. Salespeople would open their CRM each day to find new leads, activities, and opportunities to pursue. Follow-ups would remain visible in their task list until completed, and Opportunities present in their pipeline until closed. The chances of leads getting lost in the inbox, or neglected due to conflicting priorities would be all but eliminated. Business owners could also invest more confidently in marketing knowing now that new leads would reliably fill the top of the sales funnel, and follow-up workflow would be more streamlined and reliable.
In short, everyone would be happy and making more money.
And if this outcome wasn't compelling enough, Act! users get this automated lead-generation technology for only $20 per month. With all these perks at such a puny price, the only question left to ask is ... are you lucky enough to use Act!?
Specializing in CRM software for small to medium sized businesses, through expert counsel, deployment, hosting, support, and development services.
Delivering fruitful CRM solutions since 1994, Keystroke is the #1 Act! Reseller in the World and Master Act! Distributor for Canada.
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