double POSITIVE Marketing Group, Inc.

In our last post, we said using an Internet lead transfer service like DoublePositive gives you insight into the quality of Internet leads in real time, before you spend thousands (tip of the cap to Mike Ferree for starting this conversation http://bit.ly/dcSQk4).

Here’s a look at how DoublePositive does it.

Once an Internet lead is generated and posted to us, our call center contacts the lead within seconds. We attempt to transfer the live lead on the phone to you, and provide real-time information about what happened. For example, here’s the lead disposition graph again:

Let’s say Supplier A sends us 1000 Internet leads. In this example, we contact 680 and discover that 375 are interested in talking about the product. We would say, “This is a great source – let’s ramp up and get the leads out to our sales force.”

Or we might find, as in the Test Supply Source above, that very few of the 680 Internet leads are truly interested or qualified. In that case, we might say, “Pass. This source is not legitimate.”

But not always. Using Mike’s suggestions could give us insight that the source deserves another chance. In that case, we may recommend moving to performance-based payout, determined by whether the lead turns into a transfer or not.

Using the lead transfer approach helps lead buyers make quicker decisions on which way to go. It could save a lot of money and time as well as preserve the sales team’s emotional state.

Again, I tip my cap to Mike Ferree. His approach helps you vet the source of Internet leads, which is important and valuable. Our approach helps you vet the leads themselves.

It gets more granular than that, which we’ll hit in the next post, after Thanksgiving. I’ll be in Maui for few weeks with my wife, getting some much needed R&R. I know. I am lucky, for sure. I can’t wait.

Meantime, let’s keep the conversation going. How do you figure out what leads to buy? Let us know in the comments below.