nahb builder 20 - open leads

B2C Engagement and Communication:Integrating Sales and Technology

Engagement: the act of attracting

and holding fast

We all know about attracting prospects

But what do you do to hold on

to them?

... tocarry them on through

the sales process?

... todifferentiate you

from your competition?

What do you do to make them say,

“WOW?”

This MAY do it....

This WILL do it....

Prompt, consistent and personal followup is a

certain path to creating those “wows”

And those “wows” equal more closed deals.

“The best time to contact a lead (especially an online lead) is the same day you receive it. A good marketing goal: call every lead within four days … Reaching [a lead] within four business days significantly increases the likelihood that this lead will become a sales prospect. After seven business days, lead responsiveness dropped twenty percent.”

- Knowledgestorm White Paper: “The Fine Art of Lead Management and Lead Follow-up.”

Suggested follow up frequency varies from study to study and can vary from industry to industry, and even

from business to business - but the overall takeaway from each is consistent.

You MUST follow up, consistently and completely with each new lead - using whatever means you have available - phone, mail, email - until they are closed or you have determined they are

no longer in the market.

Consistent and complete follow up requires a system

Do you have a sales system in place to instantly respond to

effectively follow up with them?

Open Leads as your

Sales System:Easy Lead Management

+Simple Sales Force Automation

How does Open Leads work?

Leads come in to the system from your website, your online forms, or are manually entered

How does Open Leads work?

Leads come in to the system from your website, your online forms, or are manually enteredThese leads are written to your database and appear in your lead list. Leads from your website or other Open Leads forms can trigger a Workflow, which assigns a Type to the lead, assigns a user, adds any appropriate actions to the lead for follow up, and generates an autoresponder email which is sent to the person who filled out the form.

How does Open Leads work?

Leads come in to the system from your website, your online forms, or are manually enteredThese leads are written to your database and appear in your lead list. Leads from your website or other Open Leads forms can trigger a Workflow, which assigns a Type to the lead, assigns a user, adds any appropriate actions to the lead for follow up, and generates an autoresponder email which is sent to the person who filled out the form.The user gets an email notice of a new lead being assigned, and when they log in to their Open Leads account, the lead is presented as new, and the tasks they need to complete to close the sale are already assigned to the lead.

How does Open Leads work?

Introduction to the Open Leads Application:

The Dashboard, Lead List and Lead Detail Screens

The Dashboard

The Dashboard

Your Account Snapshot:

The Dashboard

Your Account Snapshot:

Sales Leads at the click of a mouse

The Dashboard

Your Account Snapshot:

Sales Leads at the click of a mouse

Plus the ability monitor lead generation and sales flow via graphs

The Dashboard

Your Account Snapshot:

Sales Leads at the click of a mouse

Plus the ability monitor lead generation and sales flow via graphs

Calendar of events to monitor your lead followup workflow

The Lead List

Open Leads is a Sales and Marketing Database for use with ALL of your leads:

The Lead List

Open Leads is a Sales and Marketing Database for use with ALL of your leads:

Website LeadsWalk-insOpen HousesAdvertisementsReferrals, etc.

All in one location in an easy to use interface

Lead Detail

Contact info, notes and history

Lead Detail

Contact Info

Contact info, notes and history

Lead Detail

Contact Info

Source

Contact info, notes and history

Lead Detail

Contact Info

Source

Sales Pipeline

Contact info, notes and history

Lead Detail

Contact Info

Source

Sales Pipeline

Assignment Information

Contact info, notes and history

Lead Detail

Contact Info

Source

Sales Pipeline

Assignment Information

Tasks

Contact info, notes and history

Lead Detail

Contact Info

Source

Sales Pipeline

Assignment Information

Tasks

History

Contact info, notes and history

Working your Leads

Working your Leads

Step 1: Check for New Leads or Tasks on the Dashboard

Working your Leads

Look for new Leads

Step 1: Check for New Leads or Tasks on the Dashboard

Working your Leads

Look for new Leads

Check your daily Task Calendar

Step 1: Check for New Leads or Tasks on the Dashboard

Working your Leads

OR Check the Tasks Tab

Working your Leads

By date or date range

OR Check the Tasks Tab

Working your Leads

By date or date range

From the daily “to-do” list

OR Check the Tasks Tab

Working your LeadsStep 2: Choose your Lead to work.

Either:

Working your LeadsStep 2: Choose your Lead to work.

Either:From the DashboardFrom the Lead ListFrom the Tasks Tab

Working your Leads

Contact Info

Step 2: Choose your Lead to work. Either:From the DashboardFrom the Lead ListFrom the Tasks Tab

Make your callSend an email

Working your Leads

Contact Info

Step 2: Choose your Lead to work. Either:From the DashboardFrom the Lead ListFrom the Tasks Tab

Make your callSend an email

Working your Leads

Contact Info

Step 2: Choose your Lead to work. Either:From the DashboardFrom the Lead ListFrom the Tasks Tab

Make your callSend an email

Update Status or Pipeline

Working your Leads

Contact Info

Step 2: Choose your Lead to work. Either:From the DashboardFrom the Lead ListFrom the Tasks Tab

Make your callSend an email

Complete or schedule new tasks

Update Status or Pipeline

Working your Leads

Contact Info

Step 2: Choose your Lead to work. Either:From the DashboardFrom the Lead ListFrom the Tasks Tab

Make your callSend an email

Complete or schedule new tasks

Add Comments

Update Status or Pipeline

Managing your Leads

Views & Filters

Views & Filters

You may filter your lead list by any number of elements

Field ContentsDate added or modifiedUserTypeTasks, etc.

Then save your filters as “Views” which are accessible from the Lead List or Dashboard - and then quickly move between datasets as needed

Integrating Open Leads

With Your Website

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Incorporating this form on your website is very quick and easy. Either:

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Incorporating this form on your website is very quick and easy. Either:

Use the hosted form

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Incorporating this form on your website is very quick and easy. Either:

Use the hosted form

Embed the form using auto-generated iFrame code (like embedding a YouTube Video)

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Incorporating this form on your website is very quick and easy. Either:

Use the hosted form

Embed the form using auto-generated iFrame code (like embedding a YouTube Video)

Copy and paste the Form HTML to your own site.

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Incorporating this form on your website is very quick and easy. Either:

Use the hosted form

Embed the form using auto-generated iFrame code (like embedding a YouTube Video)

Copy and paste the Form HTML to your own site.

Once the form is on your site, anyone who fills it out is automatically entered into your Open Leads account. Then (via a workflow) you can automatically:

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Incorporating this form on your website is very quick and easy. Either:

Use the hosted form

Embed the form using auto-generated iFrame code (like embedding a YouTube Video)

Copy and paste the Form HTML to your own site.

Once the form is on your site, anyone who fills it out is automatically entered into your Open Leads account. Then (via a workflow) you can automatically:

Send them a Thank You Autoresponder Email

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Incorporating this form on your website is very quick and easy. Either:

Use the hosted form

Embed the form using auto-generated iFrame code (like embedding a YouTube Video)

Copy and paste the Form HTML to your own site.

Once the form is on your site, anyone who fills it out is automatically entered into your Open Leads account. Then (via a workflow) you can automatically:

Send them a Thank You Autoresponder Email

Be notified of your new lead

Integrating Open Leads

With Your WebsiteEvery Open Leads account comes with a contact form generator, accessed from your Settings Tab. Create as many forms as you need for for your website, landing pages, promotions, etc.

Incorporating this form on your website is very quick and easy. Either:

Use the hosted form

Embed the form using auto-generated iFrame code (like embedding a YouTube Video)

Copy and paste the Form HTML to your own site.

Once the form is on your site, anyone who fills it out is automatically entered into your Open Leads account. Then (via a workflow) you can automatically:

Send them a Thank You Autoresponder Email

Be notified of your new lead

Have followup tasks automatically scheduled

What can I do with Open Leads?

* Source: “How Much Marketing Is Too Much?” by Jessica Tsai DestinationCRM.com

What can I do with Open Leads?

Organize all of your leads - making it easy to track which ones are converted to sales

* Source: “How Much Marketing Is Too Much?” by Jessica Tsai DestinationCRM.com

What can I do with Open Leads?

Organize all of your leads - making it easy to track which ones are converted to sales

Open Leads helps you to centralize that data in to a single resource

* Source: “How Much Marketing Is Too Much?” by Jessica Tsai DestinationCRM.com

What can I do with Open Leads?

Organize all of your leads - making it easy to track which ones are converted to sales

Open Leads helps you to centralize that data in to a single resource

A recent survey of 852 marketing professionals indicated that 69 percent of whom use three or more applications to store and analyze their marketing and campaign data in their daily operations; 20 percent use seven or more.*

* Source: “How Much Marketing Is Too Much?” by Jessica Tsai DestinationCRM.com

What can I do with Open Leads?

* Source: “Your essential email campaign checklist”By David Baker imediaconnection.com September 29, 2008

What can I do with Open Leads?

Send personalized email marketing campaigns out to your prospects on a regular basis using mass emails (up to 10,000 email messages per month)

* Source: “Your essential email campaign checklist”By David Baker imediaconnection.com September 29, 2008

What can I do with Open Leads?

Send personalized email marketing campaigns out to your prospects on a regular basis using mass emails (up to 10,000 email messages per month)

Email is the most cost effective marketing tool available, with returns as high as 57:1 according to some analysts

* Source: “Your essential email campaign checklist”By David Baker imediaconnection.com September 29, 2008

What can I do with Open Leads?

Send personalized email marketing campaigns out to your prospects on a regular basis using mass emails (up to 10,000 email messages per month)

Email is the most cost effective marketing tool available, with returns as high as 57:1 according to some analysts

Personalizing your email messages increases response 30-40% *

* Source: “Your essential email campaign checklist”By David Baker imediaconnection.com September 29, 2008

What can I do with Open Leads?

Create and generate call lists or “to-do” lists instantly, keeping you on-task for each prospect

Monitor your sales team’s activity

View your active and completed tasks

Categorize your leads

Monitor advertising effectiveness

Most of all - Manage and improve your marketing communication via timely and automated responses

Why is this important?

Why is this important?

Research shows that a significant portion of purchasers start on the Internet

* Source: Pew Internet and American Life Project 5/18/2008

Why is this important?

Research shows that a significant portion of purchasers start on the Internet

Half of all real estate purchasers indicate that the Internet was their primary source for pre-purchase research *

* Source: Pew Internet and American Life Project 5/18/2008

Why is this important?

Research shows that a significant portion of purchasers start on the Internet

Half of all real estate purchasers indicate that the Internet was their primary source for pre-purchase research *

We live in a society OBSESSED with “instant gratification”

* Source: Pew Internet and American Life Project 5/18/2008

Why is this important?

Research shows that a significant portion of purchasers start on the Internet

Half of all real estate purchasers indicate that the Internet was their primary source for pre-purchase research *

We live in a society OBSESSED with “instant gratification”

If a consumer approaches you for information, they want it in a timely and professional manner. How you handle this can be the difference between sale and a “no sale”

* Source: Pew Internet and American Life Project 5/18/2008

Key Elements of an Internet Marketing System

Key Elements of an Internet Marketing System

Instant confirmation of receipt of their information - using Open Leads Autoresponders.

Key Elements of an Internet Marketing System

Instant confirmation of receipt of their information - using Open Leads Autoresponders.

Providing them detailed information on your company, products and/or services. Internet users expect to find the information they are looking for

Key Elements of an Internet Marketing System

Instant confirmation of receipt of their information - using Open Leads Autoresponders.

Providing them detailed information on your company, products and/or services. Internet users expect to find the information they are looking for

Personalized service and followup. Too often we hide behind the technology, and lose that personal touch. Open Leads blends technology and personalization.

“3 Keys to Customer Satisfaction”

- Dennis Snow

Look through the “lens of the customer.”

• Would you expect to be acknowledged immediately upon requesting information?

• Would you want a personalized response, or just a dry, generic message?

When it comes to a company’s environment, recognize that “everything speaks”

• From the way you answer the phone to the way you reply to an inquiry, each element of your contact speaks volumes about your organization - and should be carefully orchestrated.

Create customer “wows”

• Little things you do, such as sending personalized messages for birthdays or anniversaries, etc., can cause the prospect or your customer to say, “Wow!”

• This is what sets you apart from your competition

* Source: Dennis Snow and Associates. www.snowassociates.org