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23/01/2012
Higher Sales Result From Faster Lead Follow Up
In these difficult economic times qualified sales leads are vital for any business to survive and thrive. Many companies spend large amounts of money attending exhibitions and other events with the express intention of gathering leads. The planning for and execution of the event is carried out meticulously and considerable effort and expenditure goes into it. And this is repeated many times during the year for all the company’s events either in the UK or overseas.
The outcome of all this effort are the leads that are generated at the event. However what is not so carefully planned is how to manage the leads once they have been so expensively acquired. It has been known that the box of paper leads so carefully acquired has been left behind on the stand when everyone has gone home after the show. Other better organised companies will send the leads off to the data houses for processing into some standard file format for inputting to a sales automation program or spreadsheet and then this is sent off to the fulfilment department for further processing. This can take 2,3 or even 4 weeks to complete.
Meanwhile the potential customer has forgotten all about your offering and has in all probability purchased from a competitor. There are many studies available which show the correlation between speed of response or enquiry fulfilment and time to purchase. In basic terms the quicker you respond to a lead or enquiry the more chance you have of converting a prospect into a customer.
MSP’s Gather web based data capture software has been designed to shorten the time between lead capture and fulfilment as much as possible. The software is configured for each clients’ needs and as customer data is captured it is verified and passed in real time to the company’s back office system or CRM. From here it is immediately available to sales and marketing channels for fulfilment and follow up. This cuts down the potential four week delay to a matter of seconds.
Speed of follow up is not the only benefit of the system. Quality of data is substantially improved as all data is verified at source and by implementing the software on devices such as iPads capturing customer data is quicker and gives the customer a better user experience.
To find out how MSP’s client data gathering and customer insight solutions can help your business please contact Hugo Spalding now for an informal discussion.
- Posted by: MSP
- In: Gather
- Tags: data capture, events, Gather, sales