Lead Liaison

Enhancement Round-Up Q2 2019

/0 Comments/in , /by

We’ve been busy in Q2, adding more functionality to our already-powerful sales and marketing solutions. Read more below to learn about all of the enhancements we released in Q2 of 2019.

As always, please feel free to contact your Lead Liaison Representative with any questions about the enhancements below. Not yet a client? Schedule a demo here!

All Licenses

  • Inbound Webhooks – Lead Liaison’s Webhook Handler/Receiver allows users to receive incoming webhooks from 3rd party providers in a self-service model. Here are a few examples of how you could use a webhook:
    • A Deal is updated in your CRM system which sends a webhook to Lead Liaison to trigger a nurture process.
    • A task is created in your CRM which sends a webhook to Lead Liaison. Once the webhook is received an email is sent out.
    • Trigger an automation when a Deal is moved from one stage to another in your CRM.

License: Lead Management Automation (LMA)™ – Marketing Automation

  • Integration with Chat Systems – Lead Liaison is now able to enrich anonymous Prospect Profiles with the contact information from 3rd party live chat systems. The chat transcript will also be saved into the Prospect’s timeline showing chat activity. Read the documentation here.

License: OneFocus™ CRM + Lead Management Automation (LMA)™ – Marketing Automation

  • Posting to Slack – We’ve added a Post to Slack fulfillment action and automation action. For example, when someone closes a deal and moves it to Closed/Won, the system will be able to send out a message to a Slack channel. Read the documentation here.

License: Lead Management Automation (LMA)™ – Marketing Automation and/or GoExhibit!™ – Event Lead Management

  • Dynamic Email Content – Insert dynamic content into a follow-up email based on answers given in your lead capture form. For example, during a trade show, Company XYZ collects all pertinent information within their lead capture form. One of the fields asks if the Prospect is interested in Product A, Product B, or Product C. Based on the answer provided, a follow-up email will contain information specifically related to the products they chose.

License: GoExhibit!™ – Event Lead Management

  • Voice-to-Text Transcription – GoExhibit!™ already supports Voice Recording. Now, users can have their notes automatically transcribed by Lead Liaison. Transcribed notes can flow with the submission record and into your CRM or marketing automation platform. You can map and save both audio and transcription to Lead Liaison, CRM, and marketing automation fields. There are two levels of audio transcription offered:
    • Standard – Highly accurate transcription performed by computer software.
    • Premium – 99.9% accurate transcription done by a human being. Transcriptions include timestamps and removal of filled pauses, such as “uh” and “uhm” in speech. Uses Purchase Credits.

Interested in the solutions you see here?

Request a Free Demo

If you are already a Lead Liaison customer, contact your Account Manager with any questions and we’ll be happy to assist.

Lead Liaison

The Anatomy of a Great Event Lead Capture Form

/0 Comments/in , , /by

When exhibiting at a trade show or other marketing event, your lead capture form drives success. That’s not to say that having an enticing booth and properly staffing it doesn’t matter, too. But without an effective and efficient event lead capture form, you’ll inevitably fall behind.

That’s why we wanted to provide an outline of a great event lead capture form. If you include these key components, you’ll be sure to set your team up for success (and sales) post-show. When someone visits your booth, your team should be focusing on making a connection, not killing the moment with a long list of questions. A complicated lead capture process can turn an interaction into an interrogation. So simplify your event lead capture form by narrowing it down to the suggestions below.

The Anatomy of an Event Lead Capture FormDownload this Graphic

Quickly and Easily Collect Basic Lead Info

Based on the show you are exhibiting with, you should be able to integrate your event lead management solution with the show lead retrieval. In our research, we have found that nearly 80% of events will integrate with an event lead management solution.

If integrated, a great event lead capture form will include a badge scanning element that makes it easy to collect basic contact information without needing to hold up the flow of the conversation. Most event lead management solutions support barcodes, QR codes, and even near field communication (NFC) badges.

If the show doesn’t offer integration, simply include a Business Card Transcription element instead. Most event lead management solutions support transcription of the information on a business card. Lead Liaison’s GoExhibit!™ features transcription service with a 99.9% accuracy and near-immediate turnaround time.

Qualify Your Leads

Meet with your team to narrow down exactly what constitutes a qualified lead, and include that question (or those questions) immediately after your badge scanning element. You want the form to flow the same way the booth representative’s conversation would go. They’ll collect basic information, and then they’ll consider if the lead is qualified.

Not everyone who gives up their information represents a real business opportunity. In your preparation, consider what the top three most important characteristics are to identify qualified leads. Assessing whether a lead is worth pursuing allows you to easily progress your sales process in any post-show automations.

Using a temperature scale is a simple and effective way to gauge interest. “Hot” signifies that they are almost ready to buy. “Warm” means they need to be nurtured a bit before they’ll make a purchase (make sure you have an excellent post-show nurture campaign). “Cold” leads are not even worth your sales team’s time yet. They can still be nurtured, but your sales team can probably skip any aggressive post-show outreach.

If you wanted to get a little more detailed, you could further qualify your lead by asking:

  • How much buying authority or influence does this person have?
  • How soon is this person likely to make a purchasing decision?

Investigate Key Interests in Your Event Lead Capture Form

If your company is showcasing multiple solutions at your booth, your Key Interests field should contain a checklist of those solutions. If your company is showcasing a single solution, your Key Interests field should contain a checklist of various problems your solution can solve.

If your event lead capture solution supports conditional fields, you could design your form so that additional questions populate based on the prior selections. That way, your booth representatives won’t have to waste time scrolling through questions that are not relevant, but they are prompted with the appropriate questions when applicable.

For example, if your company offers Solution A, Solution B, and Solution C, your event lead capture form could populate a different follow-up question based on if they are interested in A, B, or C.The follow-up question could inquire about what particular problem the prospect needs to address with your solution. Of course, every answer will be slightly different, but you should be able to put any answer into a few different buckets. And since you’re using conditional fields, why not have an “Other” option that triggers a text field so your booth rep can fill it in?

Help Your Team with a Voice Notes Component

Voice notes can be one of the most useful components of your lead capture form. They allow booth representatives to focus on conversations instead of note-taking. The goal, remember, is to have an organic conversation so that you start building that positive relationship from the start. If the prospect feels like the purpose of the conversation is to check boxes, they’ll be less inclined to open up.

The opportunities that a voice notes component provides are endless. Voice notes can be used to record an answer to the single most important question on your lead capture form. If the prospect is comfortable, you could record the entire conversation so you don’t miss a thing.

When a booth rep concludes a conversation with a prospect, voice notes allow them to easily step aside and quickly rattle off all pertinent information within a minute, rather than writing them in a notebook or keying them into their lead capture form.

Some event lead management solutions even offer voice-to-text transcription, which makes the process even more efficient. Now, your booth reps have no excuse for not taking great notes!

Simplifying your form to include these items will not only make lead capture easier for your staff at the event, but it will also make it easier for the marketing team to follow up appropriately based on the answers collected. Some event lead management solutions even offer ways to deeply personalize follow-up based on the answers collected at the event. A handwritten letter sent a week after the event can reference their specific need. A follow-up email can contain a link to a detailed overview of the solution they were most interested in.

The possibilities are truly endless when using Lead Liaison’s event lead management solution, GoExhibit!™. If you are interested in learning more about our solution, click here.

Lead Liaison

These Tech Tips Will Boost Event Lead Capture Success!

/0 Comments/in , , /by

Welcome to part two of our series on how you and your team can get the most out of your trade show experience, optimize lead capture and enjoy a high level of customer lifetime value from these leads.

In a previous article, we discussed some valuable ideas you can leverage to capture more leads at your next event. Today, we continue that conversation. Let’s discuss specifically how you can harness the power of technology to capture and collect as many leads as possible, engage with them right away (even while you are still at the event) and set the stage for converting them into eager prospects and buyers.

Rethinking Your Lead Capture Form

Put yourself in your booth visitor’s (your potential lead’s) shoes. Attending a big industry event can be an overwhelming experience for them! This sense of overwhelm felt by so many trade show attendees can cost your company lead capturing and nurturing opportunities.

So what can you do about this situation and turn it to your advantage?

What can you do that will make their experience more enjoyable and help you have a more meaningful engagement? What generates a massive impact that will help keep you and your brand in the forefront of their minds? Keep reading to find out…

When you are engaging in conversations with leads at your booth, don’t waste your time or theirs by asking the same dull, boring, unimaginative questions every other exhibitor is asking them. Aside from the basic information you can get from their badge scan, add targeted, relevant questions to your all-important lead capture form. Questions that will not only help you follow up more efficiently and effectively but will also help you keep your lead, the one you worked so hard to capture at the event, engaged.

Why is this important? The more engaged your lead feels during the buyer’s journey, the more of their very limited attention you will win and keep. The more likely they are to buy from you. So how can you keep them feeling engaged?

Remember what we talked about in our review of lead capture tips: every time you ask your leads and prospects to do something, they are asking themselves, “What’s in it for me?” You want to tell them what’s in it for them. So take the answers they give to the questions on your lead capture form to help you do this. Analyze the information they give you, and craft responses that show your leads how your product solves the problems they want solved.

Doesn’t it make sense that if, in response to their questions, you were equipped with answers they found to be highly relevant to their situation, that you could give powerful answers to the question, “What’s in it for me?”

Ask Better Questions. Enjoy Better Lead Capture Results!

On your lead capture form, ask questions that relate to the problem they have – the one that your product helps them solve. Include conditional questions that pop up based on their answers to the questions you previously asked.

Here’s an example of a conditional question: if you ask a lead what role they play in the company, and they say “I do the research for new technology”, you’ll select “Product Research” from your dropdown. With a little research, you’ll be able to create a list of potential job titles that you are likely to run into at the event. Selecting “Product Research” will then trigger a new, role-specific question: “What’s the first thing you look at when researching?”

Do you see how this approach can help you target your post-show marketing responses and deliver a win-win solution for both you and your leads?

As you are communicating with them post-engagement, use the answers they gave you to deliver content, in the format they prefer, that keeps them engaged and interested in what you have to say.

What’s the bottom line? You want to use your lead capture form not just to capture the lead’s contact information. You want to use it to help you make your post-show marketing process more personalized, persuasive and, ultimately, much more effective

Embrace Audio Notes

Like we discussed a moment ago, a trade show or industry event can be overwhelming. And given your primary goal of lead capture, you don’t want to ask your team to spend their vitally important booth time typing notes into their phone or writing them down on a notepad.

If your salespeople at the trade show are taking too much time scrambling to finalize their notes from previous conversations, they are likely losing valuable opportunities to engage with new booth visitors.

The perfect buyer may have just passed by your booth and been snatched up by a competitor!

Rather than burdening your team members with these highly inefficient methods which could easily cause valuable information to be lost, why not find a lead capture solution that gives them the option to record an audio note which can automatically be transcribed once the event is over?

Tailor Follow-Up to the Individual

Here’s the thing: your booth visitors have talked to a lot of exhibitors at the big event, including your competitors. Will they remember you after the show, or will you be promptly forgotten?

You must do something that will really help you stand out in the eyes of your new leads. Don’t merely employ a “default”, one-size-fits-all event follow-up strategy. Ask them how they prefer to be followed up with, and with what type of content. Use a lead capture form that contains a dropdown selection which allows you to select their preferred method of follow-up (phone call, email, or text).

Then, tailor your post-show communication to that specific prospect’s wishes. It will mean a lot to them. And it will leave a positive, lasting impression. The type of impression that just might help your company win another customer!

Obviously, if you are going to successfully carry these ideas out, it helps you to have the right marketing and sales automation platform. This is how our team at Lead Liaison can really assist you.

Our innovative, robust, cloud-based software combines fully-customizable lead capture forms, real-time lead tracking, lead qualification, lead distribution, database segmentation, lead nurturing, social media engagement and ROI reporting into a single platform.

We make some bold claims, but as our happy clients can attest, we can back them up. Want to find out more about how you might become the next Lead Liaison success story? Contact us today to arrange your complimentary demo of our event lead capture solution, GoExhibit!™.

Lead Liaison

Top Sales Prospecting Tips That Will Get You Hot Leads

/0 Comments/in /by

A successful sale is but the last piece of the puzzle that is the sales process. To achieve this crucial goal, you need to ensure that the various steps leading up to it are completed in an efficient and effective manner. Sales prospecting is key among these steps and this article will tell you how you can nail it.

Sales prospecting is, quite simply, the process of searching for potential customers in order to grow your business. It has been found that more than 40% of sales professionals feel that it’s the most challenging part of the sales process. However, when done in a systematic manner, it can lead to high-quality leads. According to a study conducted by Ascend2, 58% of marketing influencers prioritize improving the quality of leads over quantity.

Let’s now dive into the tips for effective sales prospecting!

Share High-Value Content

People tend to trust entities they are familiar with. This is the cornerstone of all content marketing. And it holds true for sales prospecting as well. And how do you get found? By offering content that solves customer pain points. The more value you are able to deliver through your content, the higher the chances that readers will get converted to customers. Blogs, e-books, white papers, and case studies are just a few of the options to get you started on the path of successful content marketing.

Having a prospecting tool like Lead Liaison’s Sales Enablement, which supports inserting trackable content, can be a game-changer. Not only can you include any relevant resources, you can also track engagement with that resource (clickthroughs). This information can be critical in timing your next touchpoint.

Host a Webinar

Webinars are a great tool to put to work the knowledge base your company has built up through experience. A webinar, too, uses the power of content to build trust with and signal authority to prospects. Social media platforms, such as Quora and LinkedIn, can be excellent resources to find out what information your prospects are looking for. Match their queries on social platforms to your capabilities as a knowledge hub, and, voila! You have found the theme for your next webinar! You can use webinars to engage new prospects and existing clients as well. Use a video conferencing platform like GoToMeeting or ClickMeeting to host your webinar.

Prioritize Your Prospects

Segregate your pool of prospects into different buckets by their likelihood of purchasing your product or service. This can ensure that you maximize your returns by dedicating more time to prospects who are more likely to become customers. You could do this manually or use lead management software which can automate the task for you.

Enable Live Chat on Your Website

The age of demanding millennials with access to AI and chatbots is upon us and respond to these market conditions, you must! Also, with businesses across the board offering the live chat option to customers, it only makes good business sense to respond to such a market scenario with a live chat option all your own. What’s more, the leads and queries that come in through this channel will both prove to be invaluable as you set out on your sales prospecting journey.

Here’s essentially how live chat works. When a visitor lands on your website, a prompt – which is customizable – will appear, inviting them to chat. If the user uses the chat box to then convey any information, your team member will be notified and can begin chatting with the visitor. Such inbound prospecting knocks not one, but quite a few steps, off of your sales process!

Build Your Social Brand

Brand building isn’t just for companies. Neither is content marketing. Activities such as the following can make for great sales prospecting tools.

  • Build your personal brand
  • Showcase your subject matter expertise on social platforms such as LinkedIn and Twitter, or other social media platforms that attract your prospects
  • Join industry-specific social media groups and post relevant content

Such focused social media activity will help you connect and even start conversations – in other words, network – with your prospects. Moreover, the human touch you’ll achieve for your company will go a long way where trust building is concerned.

Track Your Website Visitors

Your website could be drawing in regular visitors who then leave without a trace. That is to say, unless you set up website visitor tracking, visitor information gets captured only upon the completion of conversion activity, such as downloading gated content, or through the chat messages they leave, etc. To ensure you don’t lose out on this critical information, set up visitor tracking and alerts for key pages, like your pricing page. Once you have this information, you can easily dive into that data to find the companies and people who would be a good fit for your product or service.

To begin visitor tracking, explore Lead Liaison’s ProspectVision™. The tool will help you automate your lead search by telling you:

  • Who is visiting your site,
  • How they found you, and
  • What they’re interested in

What’s more, Lead Liaison’s ProspectVision™ will append Prospect Profiles with any available social data. You could use this information to send them a message via social media. When you do, it’s important to warm them up a bit by introducing yourself, describing what you do and why connecting with you would be mutually beneficial.

Focus on Solutions

Focus on providing solutions for your potential customers over trying to make a sale directly. The latter is a trope that has been overused to no end over the years. Your customers are, quite simply, tired of it. So, how does one go about this business of being a problem-solver for your prospects, you ask?

First things first, do your homework. Understand the prospect’s pain points and address them early in your communication with them. A thorough understanding of both your industry as well as your prospects can also prove to be invaluable. Finally, focus on ensuring that your prospect has a positive communication experience at every touchpoint with you.

Request for Referrals

Last but far from the least, don’t be shy to ask for referrals from existing customers. Now, how can you improve your chances of getting a referral? Customer delight is the surest route to a referral. And how is one to go about that, you ask? Simple – keep in touch.

The importance of maintaining relationships with your customers cannot be overemphasized. The value of your existing customers far exceeds the total value of their purchases. How you make them feel through the usage lifecycle of your product or service holds the power to impact your bottom line significantly.

Now, leverage this goodwill you have generated by going ahead and asking for those referrals.

Wrapping Up

The right prospecting techniques and processes can go a long way in ensuring you find your holy grail i.e., achieve your sales targets, and then some.

With these tried and tested techniques in hand, rest assured that you’re good to begin your sales prospecting journey.

While you go about implementing these sales prospecting tips, ensure that you customize the mix and frequency to suit the unique needs of your business.

Happy prospecting!

AUTHOR BIO
Koushik Marka is the founder and CEO of Studiotale, an explainer video production company. He is passionate about helping brands grow with video and has expertise in video marketing, 2D animation, and vector illustration. When he is not working, he loves playing video games and traveling.

Lead Liaison Press Release
Lead Liaison

Lead Capture Provider Lead Liaison Announces Attendance at HCEAConnect 2019

/0 Comments/in , /by

Dallas, Texas – This week, lead capture provider Lead Liaison, announces their plans to exhibit at the Healthcare Convention & Exhibitors Association’s annual convention, HCEAConnect on August 17-20, 2019 in Miami, Florida.

Lead Liaison

The mission of HCEA is “to improve the effectiveness and promote the value of all conventions, meetings and exhibitions for the healthcare industry.” This perfectly aligns with Lead Liaison’s solutions, which assist companies in optimizing their event lead management processes at corporate events and conferences. Their event lead management solution, GoExhibit!™, allows industry and healthcare professionals to better connect, interact, and subsequently communicate with one another in an event setting.

GoExhibit!™ enables businesses to capture event leads on their mobile device using highly-customizable forms. GoExhibit!™ supports all methods of lead capture (i.e. barcode, NCF, business card transcription, etc.), and even features audio notes and voice-to-text capabilities so booth reps aren’t stuck typing or writing out their notes after a conversation.

GoExhibit!™ integrates with any marketing automation or CRM solution. However, if a business prefers to keep everything “under one roof,” it also integrates seamlessly with Lead Liaison’s in-house marketing automation and CRM solutions in a highly secure environment. All data in Lead Liaison  is stored in a Virtual Private Cloud (VPC) and encrypted using AES-256 while data in transit is protected using SHA-256 with 2048-bit RSA encryption.

“We look forward to showing how GoExhibit!™ can increase the effectiveness of healthcare conventions and relevant trade shows. We believe HCEAConnect attendees are going to love our solution due to its ability to highly personalize event follow-up,” says Jen Worsham, Director of Marketing at Lead Liaison. “We understand that healthcare conventions are primarily attended by people looking to educate themselves. Our solution encourages exactly that: building relationships with personalized, educational follow-up. It is so much more than basic lead retrieval. It helps businesses take relationships beyond the booth.”

Lead Liaison plans to demonstrate how companies can take the conversation held at a conference and turn that into a lasting relationship by way of education. “Here’s a great example of our solution in action,” says Worsham. “A recent client of ours was exhibiting at a healthcare conference. The booth representative had a meaningful conversation with an attendee, and found they were most interested in learning about algorithm-driven technology to detect sepsis. This was a part of their conversation at the event. With GoExhibit!™, that company was able to note that specific area of interest and send a follow-up email which contained an eBook specifically related to algorithm-driven technology.”

HCEAConnect begins with a Launch Party on Saturday, August 17th. The convention runs through Tuesday, August 20th. The event is expected to bring in close to 300 healthcare professionals. To learn more or register for the event, click here. To schedule a personalized demonstration with a Lead Liaison representative at HCEAConnect, click here.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that help businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and sales automation to boost sales effectiveness. Additionally, Lead Liaison is the global leader in event lead management, enabling companies to capture and manage leads from trade shows and events. Lead Liaison blends ease-of-use, a flexible architecture, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237). To access our Press Kit, visit www.leadliaison.com/press-kit.