Reach Prospects Instantly by Delivering Leads via Voice to B2B Sales Reps
If you are a B2B organization, reaching your sales reps immediately and connecting with the prospects with least delay will help increase the lead conversion rates significantly. If your rep is the first person to contact the prospect, the chances of winning the deal is much higher assuming that you have suitable product to service the lead.
Lead Delivery
It is a fact that B2B sales reps are spread all over the geography and delivering the leads captured via the landing pages almost instantaneously is a critical requirement. This is generally achieved by email alerts and SMS text messages.
However pushing the message with lead information may not lead to the immediate prospect contact, as the sales reps have to proactively read the lead alert messages and dial the potential prospect. With the plethora of devices in hand, juggling of schedules and driving around town, it may not be easy for them to react immediately.
Lead Delivery via Voice
The reason why several large CRM system implementations ended in mere hype and no visible sales increases is well known. All of us know why the sales reps hate CRM systems! Well, these system increases their work load instead of helping them sell more and close more deals. At the same time, they would be glad to listen to their lead administrators and back office secretaries for the simple reason that they speak with them and provide relevant information!
If we can take a leaf out of this practice, and help the sales reps with voice delivery of prospect information received from the internet / marketing center, they would be glad to listen to the message and motivated to take action.
Lead Capture, Distribution and Tracking systems such as LeadPro247 leverages this fact and helps deliver the lead profile information to the sales force using highly advanced text to speech technology.
Voice Delivery Process
In the first step, the lead profile details collected from the sign-up forms, registration sites, and landing pages are converted to voice instructions using sophisticated text conversion algorithms.
Then the system automatically dials the sales rep’s cell phone and reads out the lead information when the picks up the phone.
The system can use round robin or specific lead assignment rules to choose the sale representative to dial out.
If a round robin process is used to make the automatic calls, the rep can choose to accept the lead or push it back to the queue, so that the lead delivery system can dial out to the next rep.
Auto Dialing the Prospect
When the sales rep accepts the lead information, the auto dialer built into the system can also automatically dial the prospect and connect to the next available rep.
This process significantly reduces the efforts on the part of the sales reps and helps them reach more prospects and sell to more customers.
Cost Benefit
Since an internet generated lead can cost from a few dollars to tens of dollars, the incremental voice delivery cost (around $1) is more than offset by increased prospect reach and sales conversion ratio. The voice delivery mechanism, generally provided as a value added service can also be leveraged by B2C customers.
