Helping organisations involved in the building and construction industry manage their new business opportunities
Can you imagine the frustration when you have run a successful marketing campaign and sales opportunities were not followed up in a timely way. In theory it sounds easy. Create a reaction and then the sales department follow it through.
We have two specific business solutions you should consider subscribing to which will greatly assist your sales and marketing activity.
1. Lead management - Prospects that contact your organisation.
2. Data management - Prospects you seek out for yourselves using direct marketing techniques.
Lets start with hot sales leads. Those prospects who request literature from your company from whatever source (web, email, fax, telephone, magazines, events etc). We handle around 1 million requests of this type each year in the UK.
These people are seeking out product information with a view to going on to specify materials or are considering a purchase. How well does your business handle these requests?
Try it for yourself on your own organisation. Start by completing a few reader service cards from magazines you advertise in and request brochures from your organisation. In our experience, the process is slow and sales follow up is usually the weakest area - sales teams are often too busy managing existing accounts and allow prospects to lapse.
Our role can involve any of the 3 following sales stages:
Firstly - we can act as your collection point for all inbound enquiries - from print media, direct marketing, inbound telephone, fax, exhibitions, web and email. These are captured using our technology, many at original source, avoiding the need for double handling. Leads can be routed to local sales teams/offices if required the same day.
Secondly - we can handle the despatch of literature if needed. We despatch the next working day for enquiries from data capture including a personalised letter. A fast professional service.
Thirdly - ongoing management of leads and pipeline through telemarketing with regular data feeds to your internal system as appropriate. Also receive information on lost business so you understand why an initial enquiry has not materialised into new business.
All data is in a format suitable for import into any CRM system or database. Our online tools help your business understand campaign performance levels, by source, sales area, promotion type and time periods. Our call centre uses call recording so you can 24/7 monitor your lead management service.
Data Management
Do you have a CRM system that is starting to act like a sponge?
Should you be making more use of the data you have access to but are technically or operationally constrained?
We offer a web based hosted and managed Marketing database solution with secure online access to your data for instant data extracts and counts.
Imagine, being able to select audience targets in specific sales territories working on say active housing projects for your mailing (or emailing) allowing you to inform them of your new product or service. The web based system is very powerful, allowing you total control over your data and tracking reactions back to campaign. Proving ROI for you and your organisation.
Our account managers will help you identify your target audience / customer and then working with you we develop an ongoing tailored solution that sensibly enables you to reach your market in a controlled and cost effective manner.
Your existing data assets are likely to be supplemented by carefully selected purchased data to ensure adequate market reach. We have found that many organisations are focused on existing business from existing customers and are missing the bigger market opportunities.
Let us arrange an informal demonstration of the system.
Here is how it works.
We mirror your data from your current data sources - we source code it and build a central Marketing database for your use. The Marketing database receives regular data feeds from your data source (internal or external) and there is no limit to the number of records held.
The system provides cross tabulation reports so we can analyse the strengths and weaknesses in your data 24/7. From this analysis we can help you target and source data to fill in the specific areas of weaknesses. We continually help you building knowledge about your prospects - this is an important business tool - enabling better and more accurate targeting.
You use your Marketing database for direct marketing and monitor the reactions by campaign. Our specialist team can handle the ongoing management of prospects and pipeline through telemarketing and also help manage your marketing data - with regular data feeds to your internal system as appropriate.
Brochure on all Optima services for the building and construction sector [Download PDF 703 KB]
Brochure on Optima Total Lead Management Services [Download PDF 1,263 KB]
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