| Question: I just received a new lead, what do I do? How should I react to this? Solution: A new lead is very exciting. Business which you haven't had to cold call or "work the phones" to develop is always a time to rejoice. However, dealing with an electronic lead requires some patience and special skills. First of all, you're probably reacting because you received a lead alert like the one below to your email or mobile device.  Login to SalesAspects. If you have the Contacts panel on your desktop, you can see right there that you have an unaccepted contact. If you don't, go ahead and click on Contacts, then click on the Views menu and you'll see your unaccepted contacts there.  Go ahead and click on that to view your unaccepted contacts in SalesAspects Contact Manager. You're going to want to go ahead and accept this contact using the accept button to gain access to all of the details. Those details will let you know what the contact is looking for so you can give them a call and effectively address their question.  On the general screen you get as much information as the contact has volunteered. Sometimes you'll get a phone number, usually you'll get an email. You may also get a zip code or other information depending on what form on the website the contact filled out. Now that you have all the tabs, go ahead and click on the leads tab, then choose the lead to view. Sometimes there are more than one lead. Click to view the details of the lead and see what the person asked.   Now that you know what the contact wants, you can give them a call and talk to them about their needs. Fill in the contact record general with any additional information you learn - spouse's names, phone numbers, work places, etc. A good thing to do is to use the Notes feature in SalesAspects to record your conversation. Notes will let you keep track of information there isn't a spot for in SalesAspects. It also lets you communicate information to other members of your team - whether you are working in your own team or as part of a company team. You can even view the notes of others on your team.  Now that you've talked to the customer and made a note, there's a good follow up you should do which is to start the contact on an eFarming drip email marketing campaign. In order to do this, you need to have a few eFarming campaigns setup on your account. See the related issues below to setup eFarming on your account so you're ready. From the General tab, scroll down in the bottom window to the eFarming section and add a drip email campaign. That you add them to ANY campaign is more important than the information you send. Of course you do not want to disrespect them by sending them something off topic, but if the topic is close, go ahead and send it. eFarming sends your brand and image to the contact on a recurring basis. Its a way to keep them aware of you, so even if they're not ready to go today, they'll remember you when they are!  A final tool you have to use is the Audit trail. The audit trail shows you everything that has happened with this contact in the past. This is more of a tool you may find useful once the contact has been worked for several weeks or months and other leads and events have occurred with the contact.  Here are a couple of notes specific to Real Estate and Property Searches. A lot of the Leads you'll receive will be Registrations. A Registration is creating a user account on the website. The customer hasn't necessarily asked for any information, but they are a prospect who should be followed up on because they expressed an interest on your website. In the Leads tab, you'll see the Lead is a Website Registration.  Since this is a registration, you can gain further insight into the contact's interest using the property search tab. Click on the Property Search tab and you'll have a row of links at the top of the screen. You can click on them to see the information the customer has entered. You will often not have Saved Searches or Saved properties, but you will normally have viewed searches and viewed properties.  Finally, a 2nd way, in addition to eFarming which you can use for Real Estate buyers is to setup a saved search and New Listing Email Notification. When you use SalesAspects to send out Email Notifications, they are branded like your eFarming messages - which makes them a great way to keep you and your brand in front of the prospects, particularly when their purchase timeframe is farther away. Simply create a saved search and mark it to send email on a recurring basis to the prospect.  For more about Contact Management and SalesAspects, see the related items below. | |||
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15 years ago
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