As with any Lead Generation system you should allocate staff to manage leads. The app Lead Generator is great at providing a stream of high-quality leads. You or your staff need to be proactive in:
- Closing leads (i.e. getting Leads to join up)
- Giving referrer's their reward
If you are using the Event Webhook to pass leads to an external CRM, you can use your existing CRM lead management processes to do this.
Otherwise you should use the cockpit lead management.
We would recommend the following:
- Check the Lead section regularly, at least once a day. If someone signs up as a lead, the sooner you contact them concerning their interest the better.
- Update the Status in the Lead section to track who you have contacted and the outcome. This way your colleagues can help with managing leads.
- Filter by clicking the New filter to see instantly if new leads have come in.
- When someone joins, mark them as Closed.
Please Note: If you have a web link on your prospect coupon that encourages leads to Join Online, hopefully some of your leads will go and join up without any interaction required from you. In case this happy situation occurs and you're using the cockpit process management to manage your leads:
- BEFORE you contact any lead, you should do a quick check in your member management system to check if they've already joined.
- IF they have, you should mark them as a CLOSED lead in the cockpit so you don't accidentally call them again.
The Reports Dashboard is a great way of seeing how things are going.
This lets you see your funnel and the conversion rates of Leads/Referrals and Conversions/Leads. We have found that the best run campaigns have
- A conversion rate of Leads/Referrals of around 50% (that is half of referrals result in a lead entering their details).
- A conversion rate of Conversions/Leads of around 75% (so three quarters of leads join up).
You can experiment to achieve or better these numbers. If the Leads/Referrals is a bit low, maybe change your Offer to the prospects to get more of them to sign up. It's easy to create multiple Offers and switch between them, so experiment, and find what works for your members and their friends!