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2. Put together a package of background information for each
vendor being reviewed. Include literature about your company,
products or services as well as samples of current inquiry response
materials.
3. Share your numbers with the vendors. How many inquires per
month? How many sales offices, reps, dealers or distributors are
involved? How many different pieces of printed literature are
required?
4. Get a written proposal. The proposal is an easy way to check
the sales lead management service company's understanding of your
needs. It should include background on the sales lead management
service company, its qualifications, a detailed program recommendation
and the related fees. Keep in mind that the quality of the proposal
and its attention to detail will often serve as a reflection of
the vendor's quality and its attention to detail in all aspects.
5. Tour the lead management service company's facilities. Be
sure to explore beyond the conference room, and visit the production
department. Listen in on phone calls. Look over the shoulders
of people who enter data and fulfill information requests. Be
sure you meet the people who will actually be managing your business.
6. Check the lead management service's references. Ask to see
a current customer list and look for other companies in your industry
or market. Call these companies, not just the ones provided on
a reference list. Ask about both the quality of the company's
services and the quality of the company's customer service representative
who handle their account.
7. Conduct a trial program. Establish measurable objectives up-front,
and then determine how long it will take to decide whether the
relationship with the sales lead management service will be a
good one. Consider running the trial program concurrently with
your in-house operation until you are sure everything is working
properly and smoothly.
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