{"id":72012,"date":"2021-07-01T11:09:31","date_gmt":"2021-07-01T01:09:31","guid":{"rendered":"https:\/\/www.bullhorn.com\/au\/?post_type=customer_blog&p=72012"},"modified":"2021-08-26T11:11:38","modified_gmt":"2021-08-26T01:11:38","slug":"build-with-billy-how-to-convert-sales-leads-using-automatic-and-targeted-follow-up","status":"publish","type":"customer_blog","link":"https:\/\/www.bullhorn.com\/au\/customer-blog\/build-with-billy-how-to-convert-sales-leads-using-automatic-and-targeted-follow-up\/","title":{"rendered":"Build with Billy: How to Convert Sales Leads Using Automatic and Targeted Follow Up"},"content":{"rendered":"

Do you want to greatly increase the efficiency of your business development efforts and outreach to sales leads?<\/p>\n

Do you want to turn cold calls into warm calls?<\/p>\n

Would your sales consultants like a calendar filled with the same sales leads they try to chase down?<\/p>\n

Utilise this automation to revolutionise the efficiency of your sales prospecting efforts from an outbound, cold calling process to an inbound, lead-focused process.<\/p>\n

Check out this Build with Billy video to learn how to do this automation step-by-step.<\/p>\n

How to Convert Sales Leads Using Automatic Targeted Follow Up<\/h3>\n

Follow these steps:<\/p>\n

Part One:<\/strong><\/span><\/p>\n

    \n
  1. Click\u00a0Add Automation\u00a0<\/strong>and select \u2018Sales Contact-based.\u2019<\/li>\n
  2. Name your automation. Maybe something like \u2018Outbound to Inbound Lead Part 1 – Prospect Funnel.\u2019\u00a0Click Save.<\/strong><\/li>\n
  3. Automation Enrollment will automatically open. Click\u00a0\u2018Create New List.\u2019<\/strong><\/li>\n
  4. Under List Settings, select \u2018Always Updated\u2019 as the type of list and then name your list.<\/li>\n
  5. Enter your search criteria using the dropdown under \u2018Total number of sales contact that match this search.\u2019 Your search criteria should be \u2018Status is Prospect, Targeted\u2019 and \u2018Company status is Target, Qualified.\u2019<\/li>\n
  6. Click\u00a0Save\u00a0<\/strong>under List Settings, then click\u00a0Save<\/strong>\u00a0under Automation Enrollment.<\/li>\n
  7. Click the plus sign to add a new step to your automation. Select \u2018Send Email.<\/strong>\u2018<\/li>\n
  8. Under Create Email, select \u2018From Scratch – Drag and Drop\u2019 to design the email notification.\n
      \n
    1. Under Email Settings, fill in your\u00a0Subject.<\/strong><\/li>\n
    2. Under \u2018From,\u2019 select who you would like to receive the notification. In this example, you\u2019ll likely want the notification to go to the Sales Contact Owner so that they can reach out to the client directly.<\/li>\n
    3. Click\u00a0Save<\/strong>.<\/li>\n<\/ol>\n<\/li>\n
    4. Edit the button in your email to include a call to action (CTA)<\/strong>. This could be a call to check out your company website or a blog post to indicate they are interested in your business. Click Save<\/strong>.\n
        \n
      1. Make sure to include unique parameters in your URL to track activity against the CTA button. This will come in handy in part two!<\/li>\n
      2. You can add additional steps here to follow up with additional emails. Use the same steps as above to set up these follow-up communications, making sure to update the messaging while still including the call to action<\/strong>.<\/li>\n<\/ol>\n<\/li>\n<\/ol>\n

        Part Two:<\/strong><\/span><\/p>\n

          \n
        1. To create the automatic follow-up, click\u00a0Add Automation<\/strong> and select \u2018Sales Contact-based.\u2019<\/li>\n
        2. Name your automation. Maybe something like \u2018Outbound to Inbound Lead Part 2 – Prospect Funnel.\u2019 Click Save<\/strong>.<\/li>\n
        3. Automation Enrollment will automatically open. Click\u00a0\u2018Create New List.\u2019<\/strong><\/li>\n
        4. Under List Settings, select \u2018Always Updated\u2019 as the type of list and then name your list.<\/li>\n
        5. Enter your search criteria using the dropdown under \u2018Total number of sales contact that match this search.\u2019 Your search criteria should be \u2018Has Activity\u2019 and \u2018Click.\u2019<\/li>\n
        6. In the ‘From’ menu, instead of\u00a0From Any Email,\u00a0<\/em>change it to include each of the campaign emails you just created in the drip campaign from part one.<\/li>\n
        7. Add the unique parameters from the CTA button\/link in your campaign emails in the ‘URL Contains’ box.<\/li>\n
        8. Input a timeframe in the ‘Within Last’ box. In this example, Billy used seven days.<\/li>\n
        9. Click Save<\/strong>.<\/li>\n
        10. Click the plus sign to add a new step to your automation. Select \u2018Send Email.<\/strong>\u2018<\/li>\n
        11. Under Create Email, select \u2018From Scratch – Drag and Drop\u2019 to design the email notification.\n
            \n
          1. Under Email Settings, fill in your\u00a0Subject.<\/strong><\/li>\n
          2. Under \u2018From,\u2019 select who you would like to receive the notification. In this example, you\u2019ll likely want the notification to go to the Sales Contact Owner so that they can reach out to the client directly.<\/li>\n
          3. Click\u00a0Save<\/strong>.<\/li>\n<\/ol>\n<\/li>\n
          4. Edit the CTA button in your email to elevate the conversation by encouraging the client to book time on your calendar. In this example, Billy edited the CTA button to say, ‘Book Time on my Calendar.’\n
              \n
            1. Click ‘Insert merge tags’ and select ‘Sales Contact Owner Calendar Link’ to automatically link to the calendar URL of the Salesperson or Recruiter creating this automation. This enables the contact to book time directly on the Salesperson’s calendar.<\/li>\n
            2. Note: If you need to attach a calendar booking link to your user profile, you can do that under Settings.\u00a0<\/em><\/li>\n<\/ol>\n<\/li>\n
            3. Click Save<\/strong>.<\/li>\n<\/ol>\n

              Need more information on how to build this automation to convert sales leads with automated and targeted follow-up? Watch the video below<\/a> to see Billy Davis build the automation for you:<\/p>\n

               <\/p>\n