When we talk about lead management and being successful with buying Internet leads the first thing always comes up is “speed to contact”. Most buyers today understand that this is arguably the most important factor to having a high conversion rate. Unfortunately knowing what is best is extremely easy, but actually implementing a process that truly improves the speed to contact and that is traceable is often times very difficult.

8 out of 10 lead buyers have no clue how long it takes their reps to call a lead. They like to think it happens within minutes, but on average it takes 45 minutes to an hour for most buyers to pick up the phone and dial on a lead. The scarier fact is that for even the most sophisticated (large lead budgets) lead buyers have call center processes where leads get lost for days at a time. I recently secret shopped a major online school and while I received the first call within 2 minutes I received the 2nd call 6 months later.

Leads360, the leader in lead management technology,  recently released a very powerful addition to their already robust LMS. Their calling it “Dial-IQ” and it puts the typical dialer capabilities on steroids and seamlessly integrates into their lead management system.

If you are a Lead Buyer you have to get a little excited about capabilities that Dial-IQ now makes available to you. Here are a few of Dial-IQ features that I find the most intriguing. Other features can be found here:

Shotgun Connect – This feature is the fastest method for dialing on leads. As soon as a new lead arrives into the Leads360 platform it connect to the rep that claims the lead first.

Control Connect – This could be my favorite. Control Connect uses the custom routing capabilities that were released this last year and now calls the leads as soon as they are assigned to the appropriate rep.

Demand Connect – Another really cool smart distribution tool that will call the BEST next lead, even if that is a lead that should have been called by a different rep.

Schedu-Dial – Allows reps to designate call back times within the system, which are then used to serve up the leads at the exact time that was scheduled. You can almost guarantee that leads are being followed up on with this feature. This is probably the biggest problem for reps and managers alike and that is to find the motivation and punctuality to call a lead back when they requested. Most reps lose focus on lead nurturing and only are motivated to call new leads.

Dial-IQ has a number of other features including a power dialer and click-to-dial capabilities, but I think more importantly they have integrated reporting relating to Dial-IQ. Managers will have access to real numbers related to speed to contact and call frequency.

I have always said that ALL lead buyers, regardless of size, should be using a Lead Management Systems, otherwise you are leaving money on the table. And when I say a Lead Management System I don’t mean a CRM, loan origination software, or an enrollment management system. I am specifically talking about a system that was built to call, manage, and report on leads. It is simple to see how you can gain a competitive advantage (or level the playing field) with a piece of software like this.

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