Establishing a system to create hot leads with BowNow｜M3 Digital Communications, Inc.
M3 Digital Communications, Inc.
| Business Content | Digital communication services to medical related fields using the Internet |
|---|---|
| URL | http://m3dc.co.jp/ |
- With the rapid increase in sales, most of the resources are invested in existing customers. There was an urgent need to build a system that could develop new customers with a small number of sales staff.
- We would like to establish an approach system in which emails are sent to items that sales do not visit, and the responses are analyzed and follow-up calls are made.
- Strategic email marketing to segment the holding list and raise the temperature of users
- Creating a sales list using company logs
- Attract customers to unique online content using email
- Attracted 200 customers to original online content
- By analyzing what kind of information the lead is interested in from the reaction of mail delivery, it became possible to approach the most suitable person in the target company
- Create a company-wide approach list using the corporate log function
We were able to establish a system for creating hot leads
BowNow is used for client nurturing and action log analysis for the purpose of attracting customers and closing seminars.
A lot of people have responded to the emails we receive from BowNow, and the opening rate is about 25% on average. At the seminar the other day, we succeeded in attracting 200 customers by email alone.
In addition, we have established a system to create hot leads by extracting users who have clicked on emails or who have taken some action afterwards, even among those who did not participate in the seminar.
Operational support after introduction
The number of sales people is also limited, and it was difficult to assign a dedicated person to operate MA. Therefore, whether or not the tools are easy to operate, and whether there is "operational" support, rather than introduction support, was a major factor in the selection.
MA tools of other companies often do not have operational support or are paid, so I felt it would be difficult to operate with limited resources. In addition, it was a fee system that allowed us to tackle the pilot test firmly.
Since BowNow is easy to operate the tool itself and provides operational support for free, we were able to promote MA activities, promote marketing activities, and build a flow of inside sales activities.
I would like to establish a system to follow-up to the created hot lead
In the future, we would like to realize a follow-up call from inside sales.
Currently, we are in the process of adjusting the internal system and the talk script when making calls so that we can efficiently generate business negotiations from participants of web seminars and click lists of emails, but I think that it can be realized soon.
We also want to build a system that can monitor everything from lead generation to closing as management KPIs.
