As a marketing agency, the idea that not all leads are created equal, and your need to qualify them into different levels is a central tenant of your marketing plan. If you’re looking for tips on how to qualify a good lead, check out great lists for characteristics of and techniques for finding good quality leads in the article Qualifying Sales Prospects on AllBusiness.com. Now that you know the basics of what you’re looking for, it’s time to think out-of-the-box for new ways to qualify leads.
Ifbyphone’s Hosted IVR offers a creative new solution to increase and qualify your leads. Here’s a flow chart of how it works, followed by an explanation in plain and simple English:
Now, for the verbal learners, here’s an explanation of how you can use Ifbyphone’s hosted IVR for lead generation. In a list of 7 Essential Phone Applications for Lead Generation Companies on Ifbyphone’s blog, number three writes the following:
3. IVR – Interactive Voice Response
Use Hosted IVR technology to prequalify leads that call in over the phone. When a prospect calls the number, ask a series of automated questions. Assign a score to each answer. If the prospect is a high quality lead, automatically pass the call along to your client. If not, automatically route the call to voicemail and deal with it later. Feel free to A/B test messaging and make updates at any time.
Let’s take an example from today’s news to make this method hit home. The airlines have been inundated with phone calls since Thursday and must qualify the different sources of their leads. By using hosted IVR, the airlines can intelligently route the customers to the proper locations, and distribute the information about flight updates to and from Europe as quickly as possible. When prospects calling into the system wants to receive automated updates about the most recent test flights, they can listen to an updated recording. When customers requires more specific attention, the IVR system can route them to the appropriate recording, question or agent.
So how will this information help the airlines in their lead qualification?
Especially in times of incredibly high traffic volume, the ability track and report all calls that come into the company, from their original source, through the IVR branches, all the way to their destination, will provide the company with critical future information. When a customer who was stuck in an airport for 5 days calls into the airline system in 2 weeks to book a new flight, this customer history provides important information for how the airline should qualify and route the lead. Flexible platforms for hosted IVR, such as Ifbyphone enable businesses to increase and track leads in all situations- from the slowest seasonal times, to times of intense environmental blows such as today’s ash cloud over Europe.
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