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Converting Enquiries to Sales

managing revenue share deals...

     
10:44 am on May 14, 2003 (gmt 0)

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Hi there

We have a few revenue share deals with operators.
The deal is we build the sites, get the traffic, generate enquiries and they follow up and close the sales and we get a comm...

Apparently this model was discussed at last years Pub conference in London - I wasn't there, but from what I heard from the feedback of the conference its a popular model for SEO guys who have the skills to get top lisitngs and generate qualified traffic.

Its a model thats work for us in some cases but fallen woefully short in others...
The problem is, of course, one doesn't have ownership of following up on enquiries.

Are there guys who work in this way?
How do you manage your partners, making sure they follow up efficiently and promptly?
Is there a "guideline" we can use to educate parters as to how they should respond to enquiries that come off the web sites?

11:20 am on May 14, 2003 (gmt 0)

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clickthinker,

If you have control over the leads that are generated Take time out and do a customer survey.

Dave

4:06 pm on May 14, 2003 (gmt 0)

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Can you dump the company and replace them with someone who follows up on leads?
4:13 pm on May 14, 2003 (gmt 0)

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Working this way only works if each enquiry is acredited to the right source. Switch to someone who does this sucessfully - I know it sounds silly - but that is the only way you can make these sort of arrangements work.

Try to stay away from phone based tracking as well - in my experience someone doing phone sales will just put "yahoo" on every enquiry just because they can't be bothered to scroll through the options. Even if you have your own unique phone number - this will still happen. Stick to electronic tracking from start to finish and go with a supplier who is recommended by someone already in the business.

4:54 pm on May 14, 2003 (gmt 0)

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Thanks for the replys.
DaveN - thats a great idea!
So you think an e-mail questionaire asking what the service was like and how to improve the service in the future!