Picture this...It’s the end of the month and approx. 80% of your leads have not resulted in a sale. Being the smart, proactive dealership, you are you decide to send a Live Leads eDM to re-touch these customers. You extract a report with all your customers from this month and send them a Live Leads. It goes well with over 40% of your recipients watching a video. However, NO ONE ever follows up. Sound familiar?
There are a couple of big disadvantages with this approach. Firstly, by extracting a list of customers from your DMS, CRM or even from AutoPlay you run the risk of breaking the link back to the original lead. This means that in order to follow up Salespeople are forced to manually create follow up events.
The new Live Leads process was released last week in 17.2. You can read more about it here. If you have the new set up activated you are able to build your recipient list dynamically from the leads that you have previously captured. This means that you can be more accurate with who you are targeting - from the source of lead, make enquired on all the way to the current progress or outcome of the lead.
The other major advantage of building your recipient list from your leads is that it allows AutoPlay to easily create a calendar event to prompt sales people to follow up the recipients who engaged with the email. The dealerships that close additional leads from Live Leads eDM's are the ones that actively work those customers that watch videos in the Live Leads eDM. However we often see very little follow up going on as we were previously reliant on the individual salesperson manually loading a new lead or follow up.
The new process allows users to view all the recipients who opened the eDM and watched a video, and click a button to create follow up action.
- Recipients with OPEN leads will have a calendar follow up event added to the original lead
- Recipients with CLOSED leads will have a new lead created against their name
- Recipients from Prospect/CRM Activity will have a new lead created against their name
This can also be done automatically! When sending a new Live Leads eDM you can choose to automatically create follow up when recipients engage with the email or videos therein. Each dealership can create a threshold of the number of video views required before automatically creating a calendar event for follow up - completely automating the process of scheduling follow up and greatly increasing the chances of sales people following up with their customers.
If you would like to get started on the new Live Leads product today please contact firstname.lastname@example.org and we'll get it set up. The new process costs nothing for customers already on the Sales Pipeline Package - so maximising your sales and minimising lost leads is easier than ever before.