Best Practices

Best Practices: Working Posted Leads

To achieve the maximum ROI on a posted campaign, Lead Genesis recommends you follow the following

CONTACT FREQUENCY

Day 1

CALL the lead immediately upon receipt.
Timeliness is a factor because the consumer’s interest is at its apex right after they have filled out form and are still engaged with our website.
EMAIL the lead. Text the lead if it is a WEB lead.
CALL the lead a second time after work hours (i.e. 4pm-7pm) on the same day you received
LEAVE MESSAGE on second call if you do not reach the consumer.

Day 2 & 3

CALL the lead twice (once during the morning 8am – 10am and once in the evening 4pm – 7pm)
Only LEAVE MESSAGE for the lead at the last call of the day.
EMAIL the lead (emails should go out between 9am – 10am)

Day 4-10

CALL the lead once a day (alternate calls between morning, afternoon and evening)

INITIAL CONTACT / MESSAGES

When reaching a consumer and/or leaving a message, make sure to use the proper reference to ensure the consumer knows who you are and remains confident in the experience.

The lead will include a “Lead Source” field. This is the source type of the lead; it will either read “WEB” if created on one of our websites, OR… it will read “PHONE CALL” if the lead was created by a call center lead generation affiliate. Referencing both of these source types is important when “jogging” the memory of the consumer about the ways they may have requested info about solar.
If a Call Center lead it is important to remind them that they may have been contacted over the phone and NOT say “You filled out a form online for information about solar”.
The intro script we recommend is: “hi sir/mam, my name is [NAME]. I am a solar specialist giving you a call back in regards to your recent inquiry for a free solar quote; you either filled out a website form or received a phone call where it looks like you might qualify to save on your energy bills by going solar”
Make sure to be consistent with these references when leaving a message.

DISPOSITION TRACKING / RETURNS

Disposition tracking is essential to managing your lead campaigns, insuring you get credit for returns, and for optimization. If you are not using a CRM, we highly recommend you do. We offer guidance and consulting in setting one up for you if needed. If you chose not to use one, we strongly recommend you set up a workflow for keeping notes and dispositions on every lead. (I.e. on a spreadsheet).

Negative Dispositions:

The following dispositions are returnable for a refund. On average, expect 12% returns with higher rates in more heavily forested areas such as the Northeast.

Not a Homeowner
Low Power Bill
Home Type
Out of Coverage
Wrong Utility
Roof Shade
Already Has Solar
Duplicate (Lead Genesis sent you the same lead within the last 90 days)
Hostile Consumer (Hostile or Confused)
Wrong Person (lead name and information does NOT match when call is answered)
Never Asked for Quote
Bad Phone Number (not a working phone number)
Language Barrier
DNC Request

Positive dispositions: