Managing your leads

Running a lead generation campaign can be frustrating as there are little nuances that need to be taken care of. You have to collate all leads from multiple sources, for instance, Facebook ads, your website, WhatsApp, into a single list before distributing the leads to your sales team in a timely manner. You also need to later seek feedback from your sales team on the quality of the leads, for you to analyse and study the common characteristics between good and bad leads, to learn improve your lead generation campaign.

 

We are proud that Peasy has built features that especially aid you in terms of online to offline sales. All leads generated from multiple channels including Facebook, WhatsApp and website will be automatically collected in a single centralised location, provided that you run your campaign through Peasy, have implemented a Peasy tagging code onto your website, and use Peasy Sales that connects your business WhatsApp conversation to Peasy.

 

 

Leads collected are accompanied with 3 important information:

Augmented with information extracted from the ads your leads click on, visits to your website, and additional social information extracted from their Facebook or Instagram account, you will see information including your lead form ID, ad ID, and target specifications including interests of the target.

With the information, your sales team can save time as they do not have to conduct a pre-call research by scurrying through leads’ Facebook profiles on social media platforms. Peasy will automatically collect the information for you.

On the client listing, you’ll find the “predicted score” field. The score represents the prediction by our AI based on the number of interactions done by a prospect. For example, if a prospect visits your website or chats with you via your media channel more frequently, both activities indicate a greater buying intent. Our AI uses the predicted score to predict existing and new leads. Say that our AI finds a new lead that matches the profile of a good lead, our AI will give a higher score to the lead compared to other leads.

The predicted score is useful for your sales team to understand whom they should prioritise when calling leads. For example, say that your sales team has a limited time to achieve your target sales volume, they can first call leads with higher predicted scores.

 

Further, you can easily filter any of the information. For example, if you want to only call leads with high predicted scores, you can filter the predicted scores by specifying the range that you want.

You can also filter leads based on lead status as follows:

  • New: Newly acquired lead that has not been qualified.
    • By using Peasy Sales, our AI will automatically send a WhatsApp message to every new lead who registers on your lead form. This way, our AI can keep your leads warm while waiting for your sales team to call them.
  • Reach: Lead that has responded to your contact attempt, but not yet qualified./
  • Qualified: Lead that has passed the BANT (Budget, Authority, Need, Timing) or BAN questions. A good lead that can be converted given time and effort.
  • Disqualified: Lead that has failed the BANT or BAN qualification questions. We do not want to target this type of leads.
  • Won:Lead that has been converted into a customer.
  • Lost: Qualified lead who has chosen not to buy from you at the moment. This type of leads can be retargeted through remarketing and lookalike audience.

 

 

While Facebook and Google can optimise your campaign to produce a lot of leads at a low cost per lead, they cannot help you get better quality leads as only your sales team can determine the quality of your leads. If communication between your sales team and leads takes place offline, our AI is unable to learn the distinction between high- and low-quality leads. Normally, to train Facebook and Google, you need to get a list of all leads that your sales team have called, and group them based on quality. Once you have analysed your good and bad leads, you then have to manually upload the list to Facebook as a custom audience or update an existing custom audience.

With Peasy, you can automatically analyse your good and bad leads. There are 2 ways you can update your lead status:

Updating lead status on Peasy Sales

If you use Peasy Sales WhatsApp, you can update a lead status be selecting any of the following lead status: 1) New, 2) Reach, 3) Qualified, 4) Disqualified, 5) Won, or 6) Lost.

Updating lead status on Peasy Marketing

You can also choose to update a lead status on Peasy Marketing by selecting any of the lead status as the above.

Note: Lead status update made on Peasy Marketing will be automatically synced to your Peasy Sales and vice versa.

 

Once you have updated your lead status, our AI will automatically update your custom or lookalike audience and accordingly change your targeting campaign.

In addition, if you use our chatbot on Peasy Sales WhatsApp, our chatbot will automatically ask a few qualification questions the moment a lead registers on your lead form. Our AI will then automatically update a lead status based on the qualification. However, if you do not use Peasy Sales, you can manually update the status of your leads on Peasy Marketing. Our AI will then update your custom or lookalike audience and change your targeting campaign accordingly.

For example, suppose that we have generated 100 leads, and your sales team have called all 100 leads, and noted that 50 of the leads are good, while the remaining leads are bad. From this information, Peasy will analyse the common characteristics of the good leads and change your campaign targeting to look for more of these leads. It would also analyse the common characteristics of the bad leads and exclude these people from the audience segment. Here’s how Peasy, through Peasy Sales, can further help you manage your leads based on their status:

  • New – Newly acquired lead that has not been qualified

Through Peasy Sales, our chatbot will automatically send a WhatsApp message to every new lead who registers on your lead form. This way, our chatbot can keep your leads warm while waiting for your sales team to call them.

 

  • Reach – Lead that has responded to your contact attempt, but not yet qualified

If the phone number of a lead is valid (indicated by the double ticks on WhatsApp), Peasy will automatically change the lead status to “reach”. Peasy will also automatically eliminate leads with invalid or fake phone numbers.

 

  • Qualified – Lead that has passed the BANT (Budget, Authority, Need, Timing) or BAN questions.

If you use our chatbot, it will ask a few qualification questions to each lead. If a lead fulfils the BANT (Budget, Authority, Need, Timing) qualification questions, Peasy will automatically change the lead status to “qualified”, and update your custom or lookalike audience to look for similar leads.

 

  • Disqualified – Lead that has failed the qualification questions. We do not want to target this type of leads

If a lead does not fulfil the BANT qualification questions, Peasy will change the lead status to “disqualified”. Peasy will then update your custom or lookalike audience to exclude this type of leads from your audience segment.

  • Won – Lead that has been converted into a customer

If a qualified lead converts into a paying customer, our AI will change the lead status to “won”.

  • Lost – Qualified lead who has chosen not to buy from you at the moment. This type of leads can be retargeted through remarketing and lookalike audience.

 

If your qualified lead does not convert into a paying customer, our AI will change the lead status to “lost”.

Sekiranya audiens yang dilayakkan tidak berjaya ditukarkan kepada pelanggan, AI kami akan menukar status audiens tersebut kepada “lost”.

Note: A “disqualified” lead is someone whom you believe will never want to buy your product. On the other hand, a “lost” lead is someone who is deemed qualified, but has chosen to buy from your competitor or is not yet ready to buy your product. For the “lost” lead, there is a potential for the lead to buy from you in the future, so you can keep them for your remarketing campaign and continue to serve them with your ads for future buy.

 

Faster way to train our AI

Assuming that your lead list is empty, what can you do to enable our AI to learn faster?

You can import your existing customers data to Peasy, so Peasy can learn the common characteristics of your good and bad customers.

You can download our sample spreadsheet. The minimum requirements are your customers’ name, email address and lead status (refer to 6 lead statuses above). We encourage you to provide the data of your “qualified” leads (both “won” and “lost”) as well as “disqualified” leads for our AI’s learning.

Once you have furnished the list, click on “browse” to upload your list to Peasy in a CSV file. Once you click “import”, your list will be uploaded to Peasy. Allow Peasy some time to analyse the data, and if the data is sufficient, Peasy will do 2 things for you:

  • Create a custom or lookalike audience on your Facebook account
  • Change the audience targeting of your existing, active lead generation campaign

 

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