You’ve seen trade publications tout self-service automated lead management systems. A word of caution – one size does not fit all.
Self-service automated lead management systems may be useful for companies with a small direct sales force and a full-time marketing coordinator to manage the tool. However, self-service lead management systems aren’t a solution for large companies with complex dealer and distributor networks or companies with unique and multifaceted lead management programs.
Before you consider a self-service lead management system, consider these points:
- A complex dealer and distributor network can’t be well managed with a self-service system. We have clients with thousands of dealers and distributors. Each dealer and distributor uses our web-based SmartLead or SmartLeadPLUS lead management system to track and report on the status of their leads. In either system our clients can see how dealers/distributors are working the leads that either system distributed to them.
- Our lead management systems and solutions are custom-tailored. We customize SmartLead and SmartLeadPLUS systems and our lead management programs based on a client’s specific needs. Unlike self-service automated systems, we don’t make our clients change their way of doing business to accommodate our lead management systems.
Example: SmartLead works with companies that have up to 150 complex “Contact Us” pages for lead generation that are spread all over the Web. Our in-house Web development team creates and customizes each of these web pages. Using an automated system would be a burden for a company’s marketing coordinator, who could spend hours managing and updating these pages. Plus, an automated system may not accommodate the multiple versions of these pages.
- Each SmartLead client is assigned a dedicated account manager to coordinate all of a client’s marketing and sales support needs. Ever tried to reach a customer service person at a self-service automated vendor? Vendor is the keyword here, because to the self-service lead management company you’re just another customer. At SmartLead we have an intimate relationship with our clients. Unlike self-service vendors, SmartLead is a knowledgeable consultative partner in our client’s lead management program. Our account managers have been with us an average of nearly five years. They become a seamless extension of our clients’ organizations to perform a variety of lead management tasks, freeing our clients to execute other marketing initiatives.
- SmartLead or SmartLeadPLUS automatically captures leads from all sources, including our in-house call center. An automated system may not instantly capture leads that come in from a call center. This year, more and more clients are using our in-house call center to generate new leads.
- Self-service systems don’t have a full suite of marketing services to completely tie a ribbon around a company’s lead marketing programs. Because we’re partners in our clients’ lead management programs, we seamlessly and efficiently incorporate any of our marketing support services with our clients’ lead management programs – call center, print center, direct mail facility or ISO 9001:2008 certified fulfillment and warehouse center.
- With a self-service system who interprets your analytics? Our web-based SmartLead Analytics system provides lead management insights at a client’s fingertips. But more importantly, we have in-house lead management analytics experts to help clients interpret their data and show them how to maximize ROI and sales revenues.
- Self-service companies promise quick implementation. Really? Any company that promises this doesn’t understand the complexities of true lead management. We are experts at rapid implementation of custom lead management solutions. But by rapid, we mean that we carefully and thoughtfully consider every detail of a client’s lead management program and customize the solution to fit their needs. This kind of expertise comes from providing proven lead management solutions for nearly 30 years. Our established processes ensure smooth and efficient implementation.
As you consider implementing a lead management system make sure you’re getting exactly what your company needs long-term.
