What is the Lead Center?
The Lead Center (formerly called MSP Toolbox) is a web-based portal where ElectroNeek shares inquiry contact information with its Customers (IT Service Providers). The Lead Center provides access for IT Service Providers to establish contact with leads and learn more about RPA projects.
The Lead Center also helps find insights for improving marketing and selling strategies through lead questionnaires.
What is a Lead?
A lead is a business that has agreed to be contacted by an ElectroNeek customer. The leads are in various stages of their buyers' journey. They may be gathering information about automation technology, needing to understand how RPA services work, or looking for quotes from IT Service companies.
Are leads exclusive to certain customers?
Leads are not distributed exclusively. This means that up to 5 IT Service Providers can unlock the same lead.
How does ElectroNeek obtain leads?
ElectroNeek utilizes Inbound Marketing campaigns to capture contact information from businesses. We use Search Engine Optimization, Paid Media advertising, and educational content to attract businesses who are interested in back-office process automation and learning more about small business RPA.
When an inquiry contacts ElectroNeek, the sales representative asks qualifying questions to learn more about the company and determine whether or not the lead is a good fit.
Adding a lead to the Lead Center
After the lead is added to the Lead Center, ElectroNeek uses the information gathered from the call to create a detailed profile. It includes the company name, location, contact info, and details about the type of automation solutions they are looking for.
The new lead profile is displayed on the Lead Information Card.
How ElectroNeek uses Lead Scoring to Qualify Leads
The Sales representatives collect information that will help ElectroNeek qualify the lead through a scoring system. The higher the score, the more likely that the lead will be a good fit, resulting in a high probability of closing a deal. Below is an example of the information that is used in the lead-scoring process:
- Company Name
- Company Size Range
- Country of Operation
- Customer Service
- Sales and Marketing
- The following questions help ElectroNeek understand what type of services are needed:
- Have they used automation before?
- What tasks need to be automated?
- What business problems are they aiming to solve?
- In what timeframe do they need a solution?
- How close are they to making their decision? Have they read about case studies?
- When are they available for a meeting and demonstration of RPA bots?
There are minimum requirements that must be fulfilled in order to qualify leads to be added to the Lead Center. Leads may be disqualified if they are missing information.
A prospective lead may be disqualified for the following reasons:
- The lead must represent a company. Individuals that do not provide company information will be disqualified.
- The email address and phone number are invalid or do not match the company information.
- Leads that do not provide a clear context on their business needs or do not provide enough information will be disqualified.
How to get started with prospective leads?
Customers interested in becoming users of the Lead Center need to comply with core requirements such as:
- well-prepared sales collateral,
- a demo of a bot built,
- a website link.
With this material uploaded, ElectroNeek guarantees the leads contacted that they will receive a clear presentation of the offered solution, a unique selling proposition, and the customer's website to navigate it and obtain more information.
Once the IT Service Providers get access to the Lead Center they can preview the whole list of Leads. When the tool is enabled, only the Account Owner has access to it. Therefore, the person with this role should invite other users or members of the organization to access the tool. After checking the Leads screen and reading and assessing all the details in the Lead Card, users can start by Unlocking Leads to get full lead information and contact details.
To use Lead Center efficiently, we recommend users establish contact and schedule the first meeting soon after a Lead is displayed in the Lead Center. We advise users to adopt multiple communication channels and work out the sequence of steps for scheduling an appointment.
During the sales process, users can follow different sales strategies to gain trust, align the project to the lead’s requirements and show experience in the RPA Business and automation project in general. If everything goes well, the next stage is to Close Deals. Leads can be lost or won.
After each project experience, it is necessary to fill out a feedback form that will be helpful for users to evaluate their performance when trying to close the deal and learn from their own mistakes and for ElectroNeek to have more tools to help them grow in the RPA industry.
For more information, read the Instructions section and start taking advantage of this powerful tool.