Generating enquiries is only the start, it is essential to have a clearly defined follow-up process. The following questions need to be answered at the start of the campaign:

• How should the leads be classified?
• Where should they be sent?
• What information is required for each lead?
• What type of communication should the respondent receive and when?
• What information should be sent?
• How will the leads be tracked? (this requires a closed loop system and cooperation from the sales organisation)
• Is your sales team or channel able to handle this volume of leads?

You then need to ensure the leads are efficiently forwarded to the relevant sales manager or most effective channel partner.

Connection2 can help define an effective lead qualification and tracking process and provide the resources and infrastructure to make it happen. Our range of services include:

• Multi-lingual response handling – mail, phone, email, web
• Enquiry qualification
• Phone and e-mail follow up
• Lead capture and coding
• Lead allocation based on business rules
• Lead tracking
• Reporting