By Gabriel Buck

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www.ClickPointSoftware.com

 

Alright, for once and for all let’s get this straight.  CRM is not lead management it is Customer Relationship Management.  Notice how when you use CRM from Salesforce, TechExcel, Oracle, Netsuite, or one of the big companies you import your opportunities or you have a custom API built and you manage your current customers.  Lead management is a little different because it focuses on leads and lead distribution long before they have become clients and it typically is not included with your CRM unless you pay for a custom system.  One big focus of a lead management company is to automate the process so that the leads are posted using XML, FTP or some posting method so you don’t have to import your leads manually.  I see on some of the CRM company sites a testimonial from a mortgage company marketing director that is so happy they can import thousands of leads with the click of a button.  Well lead management tries to bypass that whole import process that can be quite difficult depending on the data integrity.  They also focus on turning the prospect, suspect, or whatever you want to call a lead before it becomes a customer into an opportunity.  Things like drip e-mail marketing, automated performance based distribution, predictive dialing, power dialing are all features of a good lead management system.  You focus on turning that lead into a client/opportunity.  But what happens when the lead does become a client?  Do you forget about that lead that you so carefully nurtured into becoming a customer?   

 

 

So the question I know your thinking of already is why hasn’t anyone combined the two? 

 

Good question! 

 

We have.

 

We take the leads from many top rated lead providers using a post right into your ClickPoint Lifecycle system.  You can then prospect using our power dialer, predictive dialer, drip e-mail marketing or direct mail campaigns.  So as far as I know we are the only company to combine the two and ultimately give you three main systems that combine to form our Lifecycle system.  We call it Lifecycle because our system focuses on the complete lifecycle of a customer.

 

            1             2

Prospects > Opportunities

                           3

          Clients

 

 

I.          Prospects = Leads are posted into one big database use the Power Dialer, Predictive Dialer, Drip E-Marketing, Direct Mail to turn Prospect into >

II.                Opportunity = forecasting and pipeline reports are used to monitor and predict closed opportunities.

 

So, now that you know you can have your cake and eat it too, let's focus on the burning questions.  You want to know why we are so special that we have been able to accomplish something where others have failed.  It’s not that others have failed rather most company’s focus on one or the other or they don't want to be responsible for setting up posts from lead sources.  Setting up the posts can be time sensitive and they'd rather give you the tools to have your internal staff do it yourself.  I personally think that the entire sales cycle in one easy to use application is the best way to go for our customers.  At ClickPoint were a little different in the way we work with our customers.  We want you to close more business and we don’t mind giving free advice.  We help you not only in prospecting, qualifying, and closing but we also help you with your advertising.  We include with every account a free mortgage, real-estate, or industry specific website that you can edit.  We designed these sites to be search optimization friendly.