Improved Follow Up and Engagement
After implementing iCapture, VoIP Supply noticed immediate improvement.
Cheney says, “It really helped standardize the process, pre-qualify the leads, and gave us the ability to do immediate follow up after the show with the automation. iCapture has helped make us more efficient right off the bat from using it.”
Before, it took VoIP Supply’s team months to follow up with the leads from a show. They also lacked segmentation to know which leads they should prioritize and contact first. With iCapture, VoIP Supply’s reps receive the hottest leads first to reengage with. Plus, with the automated lead capture and elimination of manual entry, their reps can follow up immediately after the show instead of months later. Through this, they can target the best leads before the leads lose interest or buy from a competitor.
“There’s certainly a need to follow up as quickly as possible and strike up those relationships, whether it’s a reengagement or a new customer,” says Cheney. “If they start buying from somebody else, you lose that opportunity quickly.”
Along with speed, the sales reps also reach out with more relevance post-show. By recording qualifying data at the show, the reps have access to pain points, product interest, and any other notes they made in the booth. This helps them pick up the conversation from where they left it on the show floor instead of rehashing the prospect’s interests from the beginning.
“Being able to pre-qualify has significantly helped quantify and qualify who we should follow up with first because it gives us an easy conversation when we know exactly what we have talked to them about,” says Cheney. “Being able to qualify a lead at the booth has helped tremendously.”