Determine which leads are sales ready
If your business relies heavily on live customer conversations, scoring may be the most critical component of your marketing efforts. You need a sure-fire way to determine which leads are ready for sales and which leads require nurturing. Voice-based marketing automation from Ifbyphone enables you to understand the caller’s readiness to purchase, and then ensures the call is forwarded appropriately. If you already score leads, chances are you score online interactions such as page visits or site downloads. But that’s only part of the equation. What about voice interactions between a lead and your business? By integrating call data such as caller ID, call history, call duration, even keywords, call recordings, IVR responses, and reverse lookup data you enrich your lead intelligence and increase your ability to convert that lead into a customer.
Qualify leads using interactive voice response (IVR)
Calls come into your business for many different reasons. With Ifbyphone you can ensure every one of them ends up in the right place. By using a series of automated questions you can determine a customer’s needs up front and then automatically route the call appropriately. Then take it one step further and route the calls based on the specifics of your business such as your office hours, nearest store or team schedule. Plus, you can easily set up a virtual call center to distribute leads to remote agents.
Integrate responses with CRM and marketing automation systems
When your prospects and customers call your business, Ifbyphone generates a range of voice interaction data including call count, time of day, call duration, caller geography and call routing information. These metrics can be used to supplement your existing systems and scoring algorithms. Leverage one of our existing integrations such as Salesforce.com that requires no programming, or develop your own through our full suite of APIs.
Use rich keyword data to route prospects
Using SourceTrak by Ifbyphone, you gain a deeper understanding of the impact your search marketing has on your business. SourceTrak, pinpoints the keywords that drive phone calls, then forwards those calls to the right sales person. For example, a prospect researching refrigerators online is likely to call a retail location rather than purchase such a large item through ecommerce. When the prospect’s call comes into the store, Ifbyphone analyzes the keyword and phone number data and then automatically routes the call to the refrigerator department. When the sales person answers the phone, Ifbyphone whispers the specific keyword and phone number information (“Call from ‘Amana refrigerators’ online search”). Based on this “whisper” information, the sales rep answers the call prepared with a promotional offer tailored to the caller’s needs.
Act immediately on hot leads
Occasionally, a prospect comes to your site and takes an action to trigger a high score, indicating a hot lead. Typically, this lead is emailed to a rep and a notification is created in the CRM system. But, what if your rep is out of the office, or away from the CRM system? The lead languishes. Using MyLeadResponder from Ifbyphone, your rep still receives an email and a CRM notification, but he also receives a phone call announcing the lead. From this call, your rep literally says, “yes” to the whispered prompt and Ifbyphone connects your rep and the prospect immediately. The lead doesn’t go cold and your rep has the opportunity of connecting when the prospect is most engaged. That’s how voice-based marketing automation improves your existing process and connects lead score and lead response.