Lead Handling Best Practices 360Partners Lead Generation

Our goal at 360Partners is to help you grow revenue. Thousands of businesses use our phone-screened, targeted leads to complement their marketing programs and help salespeople sell.

Experts in online marketing and lead generation – Generates and qualifies leads in over 90 categories – Working in search and lead generation for over 10 years Started lead generation service in 2005, experience with internet sales leads since 2000 – 35 employees – Staff phone-screens leads 7 days/week – Located in Austin, TX Over 1,000 satisfied businesses use our marketing service Learned a lot in 10 years about what to do (and what not to do!) to successfully sell internet-based leads About 360Partners 3

Several Ingredients Needed to Successfully Close Sales Compelling products and services, competitive pricing Strong, responsive sales staff Steady stream of targeted opportunities Following best sales practices for sales leads 4

Internet Leads are Different Than In-person or Tradeshow Leads Extremely time sensitive Leads may or may not have knowledge of the products, or even know exactly what they want Prospects are more likely to be comparison shopping There are 6 Best Practices for Successfully Closing Internet Leads 5

Best Practice #1: Receive Leads That Work for Your Business Get leads for the products you sell best Get leads in the geographic areas that you service Receive leads that are pre-screened to save sales rep time Note: together we can adjust profiles to match just about any product/geographic situation 6

Best Practice #2: Send Leads Directly to Sales Associates Route leads directly to qualified salespeople The more reps that receive the lead, the better – We have found that close rates are 4 times higher when leads go directly to a qualified salesperson Sales or marketing manager can still: – Remain the primary contact on the account – Control all aspects of the account – See all the leads Leads are most important to those whose paycheck and livelihood are at stake. Get leads to them first. 7

Best Practice #3: Call Leads Quickly Being the first call to a customer can be the difference between closing the lead and not Call customers within the first 5 minutes of receiving a lead o Frame the conversation before your competitors – tell them why they should choose you o Customers choose the first company that calls 78% of the time over the others 8

The Faster You Call, the Better Your Contact Rates 9

Best Practice #4: Call Leads 6 Times In a study of over 15 million leads, an independent source found that a salesperson that contacts a lead 6 times had a 93% chance of reaching a customer. Six Calls=Success 10

One Supplier’s Formula for a Consistent 8% Close Rate Day 1 – Call lead immediately. If not in, leave voic message. – the prospect directly after call attempt – Call again a few hours later Day 2 – Call again, if no answer leave polite voic Day 3 – Call again, if no answer leave polite voic Day 4 – Send , referring to previous 3 voic s Day 5 – Send , referring to previous 3 voic s and 2 s This works for one supplier. What might work best for you? 11

Side Comment about Leaving Voic s Less is more – We all dread the super-long-yet-super-informative voic Give the prospect a compelling reason for calling you back Refer to the prospect’s pain, not to the features of your products/services Give an indication of the time commitment they will need to make – Hint: keep time commitment short to ensure call back Example Narrative “Bob, this is Jeff from Best Telecommunications. I received your quote request for T1 service. I’ve been doing some research on your situation and have some interesting thoughts on how we can help. I only need about 10 minutes for us to figure this out. If you want to learn more, call me at…” 12

Best Practice #5: Mention How You Received the Lead’s Contact Information Where did you get my name? – Customers are 3 times more likely to listen to a pitch if you mention how you obtained their information Example Narrative: “This is John from Best Telecommunications. I received your information from a request you submitted online seeking quotes for business phone service. Is now a good time to talk?” * Note the specific use of “submitted online” above (works better than mentioning “360Partners”, as this can confuse prospects). 13

Best Practice #6: Track Leads Throughout the Sales Cycle Most suppliers close at about 5-12%, depending upon the product or service – More complex services/products have a lower close rate – Less complex products tend to have a higher close rate Track leads throughout the sales cycle – Record every lead in a database or CRM o Data Integration o Manually – Create a funnel – Record lead source – Track results Note: 360Partners can route leads directly into your salesforce CRM, speeding up leads and increasing accuracy (note: a small fee applies unless you are on an annual contact) 14

Other Things to Know about 360Partners Invalid lead policy: leads will be considered for refund only if they: – Are not for the products you specify in your profile – Not in the geographic areas in your profile – Invalid phone number (i.e. will not ring) – From a competitor Want us to deliver this presentation to other members of your sales staff? – Contact Larry Spears, Sales Manager, at (512) Want to expand your profile, update your credit card, or integrate leads directly into your CRM? This, or any other questions, please contact: – Rachel Tolander, Customer Service Manager at (512) , x346 Note:“Replies” to lead s for customer service issues will not be seen. Please Rachel directly. Thanks! Welcome to the 360Partners family! Don’t hesitate to contact us if you have any further questions or can think of how we can help you increase revenue. We wish you much success growing your business! 15