Here are 5 key considerations that you should take into account while choosing a Lead Distribution Software Service for your business.

#1 Flexible Software System

The lead distribution software should be flexible to accommodate all your requirements. A large / complex system may not necessarily mean it is flexible. You should weigh your current requirements and needs in the near future. If you are new to the lead generation and distribution business, invest some time in understanding the systems in the marketplace, industry practices, and technology developments. Remember that online lead generation and distribution business is closely tied to the internet technology trends.

#2 Match your business requirements

As mentioned above, a ton of features in the lead system may not address your business specific requirements. Understand your verticals, do some research or consult with couple online lead generation and distribution consultants. Money spent on these aspects will be worth the investment in terms of risk avoidance and mitigation.

#3 Agile technical support and services

If the software service provider is a behemoth and you are small business organization, probably they may not match your speed. Success of internet lead generation and distribution is all about timing and great customer support. You cannot be waiting for days and weeks to address specific technical support requirements. Remember that the internet works 24X7 and consumer lead requests are generated 24X7. If someone says that “our implementation team lead is on vacation for couple of days and hence the lead posting integration has to wait until next week”, better watch out. You customers (lead buyers) can just opt for another lead provider in a matter of minutes.

#4 Full Service as an option – a must

While you may prefer to go with self service options in the initial phases of your lead business, full service option will be way to go once you establish yourself. You must focus on generating leads and signing up customers, not on day to day technical operations management, unless you are restricted to a small niche which will leave you with plenty of free time. Make sure that your lead distribution software provider has the full service option when you need it.

#5 Double as your Business Consultant

As I mentioned above, the internet industry and online lead generation practices undergo constant change. You might be often needing help in using the technology trends to your advantage. A good lead system service provider can help you leverage the technology in terms of lead generation as well as distribution and delivery improvements. Small customizations and tweaks to the processes would be able to bring in significant benefits and maximize profit. For example, if you are generating internet leads using Pay Per Click (PPC) method with Google, Yahoo, Bing, etc., managing the campaigns could be integrated with the real time lead delivery system, so  that you can save money when sufficient lead orders are not available. If your system can help in Tracking and managing the demand for real time leads, it will be a great help for you as a business owner / executive. You would be able to figure out other improvements and benefits by working with your service provider acting as a consultant.

While there are several other factors to be considered while choosing a lead distribution system, these five key considerations should be the top ones in your mind. Whether you are operating in one lead vertical or in multiple industry segments, you can leverage lead distribution the tool to grow your business.

Satisfying the Clients with Lead Quality

First and foremost objective is to satisfy the client. There are several factor which influence the customer satisfaction in this scenario; prime among them are:

1. delivering leads on time, as promised
2. making sure that the leads are genuine (and not bogus)
3. ensuring that the lead information is correct and complete
4. pricing it optimally

As you would have noticed, the prime criteria for customer satisfaction turns out to be the Lead Quality (and not necessarily quantity). Using right affiliates / networks, genuine lead generation methods avoiding deception and incentives, scrubbing the leads (for incomplete information, duplicate leads, etc.) and adding lead verification techniques where necessary will lead to high quality leads and hence increased lead client satisfaction.

Lead Delivery via Emails

Another important factor that lead companies and sellers often overlook is the lead delivery process and back office systems. If you are selling leads to end users who are mostly small businesses without strong technical capabilities (which will be the case 70% of the time), you will be in for a big surprise. Even if your lead distribution software system supports multiple lead delivery methods, there is no guarantee that they would have evaluated all methods and finalized a suitable method to fit their specific scenario.

Most of the clients will go with email alert notifications in real time. While this is a required and essential process, at least 30% of the emails will not get into your client’s attention. Either the email will not land in their email inbox or fall into the junk mail / bulk mail folder. Or even the client may delete some lead alerts when trying to  sort out all the spammy looking stuff in their inbox.

Even if they receive your lead via email alert, it might slip through the crack and they will never follow up with the prospect for hours or even days. Ultimately, as the new emails keep piling up in the box, older emails will lose their relevance and visibility. Unfortunately, the client will conveniently put the blame on the quality of leads (in other word, you, the lead seller) and will stop placing repeat lead orders with you! In worst case scenario, you may not get your money for the leads already delivered, if you have provided a post payment caption. Keep in mind that none of this is in your control or your fault!

Leveraging Back Office Systems

You can leverage the back office system feature of lead distribution systems to increase customer satisfaction and contribute to increase your client’s business. Yes, there is an important role to be played by you as a lead generation company and lead seller in educating and encouraging your clients to adopt the to the usage and benefits of back office systems for thier own good.

Every major lead generation and distribution management software system comes with some sort of back office system access feature for the lead buyers. Using these system not only guarantee the delivery of the lead, but also will help the clients increase the lead conversion rates by using the lead retrieval, tracking and management functions.

Flavors of Lead Back Office Systems

Advanced lead distribution systems such as LeadPro247 will have mutiple flavors of back office systems in order to meet the requirements of various lead buyers. Either you may absorb the cost (which is generally low and affordable) of these systems or pass it on to your customers. Considering their total value, it may be useful if offer the back office system as an added benefit!

The following three versions / types /flavors are most commonly found in the lead company software systems such a LeadPro247:

1. Basic version: Lead Retrieval System
2. Medium level: Lead Tracking and Management System
3. Premium level: Lead Tracking and Marketing Automation System

Lead Retrieval System

When the leads are distributed, the clients can immediately access the leads in the lead retrieval system. They can also see the purchase orders placed by them and the status of the orders. This will provide a real time view of the leads delivered and pending quantity. Access to the lead retrieval system provides peace of mind to the buyers and helps you reduce your customer support and  hand holding efforts. You can focus on your business – generating and delivering quality leads!

Lead Tracking and Management System

This version of customer access goes one step further and help your clients manage and track their leads as they follow up with their end customers. In other words, your lead distribution system back office turns into a mini CRM (customer relationship management) system for your clients. The leads delivered by you can be assigned to one or more sales reps within their organization for follow up. The clients can also track customer conversions, follow-up and call back reminders, etc. A wealth of lead tracking reports will be available for your customers.

Lead Tracking and Marketing Automation System

This is the premier level of back office access that can be provided to your lead buyers. In addition to lead retrieval and tracking management, the system can be used a full fledged marketing automation system. Drip Email Marketing is used to follow-up and nurture the leads. Depending on your buyers’ requirements, they can opt for self-payment depending on their drip email campaign volume, survey response volume, etc. This back office system would be useful for your sophisticated and deserving customers who would like to use an online marketing automation system.

Conclusion

Finally, a word of caution. Many of your lead buyers may not be ready to go the full extent of leveraging the functions and features of your lead distribution back office systems. However, you should encourage the clients to use the Lead Retrieval system at the minimum, which will pay back in no time for both of your organizations.