There is more to Blitz than adding spreadsheets and integrating web lead providers.  Do you get a lot of referrals or walk-ins?  Are you transitioning from paper to Blitz Lead Management Software? Are you using a web lead provider that is not directly integrated with Blitz?  These are all situations when you will manually add individual leads into Blitz.  This is a simple process, and is completely customizable.

To add leads one at a time, you will first want to add a campaign to put them in.  This can be done in Administration –> Manage Campaigns –> Add new record.  Select your company, and then create a name for your campaign, such as “Referrals” or “Telemarketing leads.”  Do not select private or archived.  Once this is saved, you will want to customize the campaign to fit the types of leads that will be coming in.  Click the campaign settings icon , then click the Custom Column Headings tab.  This is where you can add additional fields that are not predefined in Blitz, such as “Current Carrier” or “X Date.”  The predefined fields in Blitz relate to contact information, such as address, phone, or email.  Anything else will need to be added into a custom field.

After the campaign is customized to your liking, you are ready to begin adding leads.  To do this, go to Lead List and select the campaign you just created.  Click add new record, and simply input the lead’s information into the correct fields.  Don’t forget to save!

If your office uses GPS or the Robo-Agent Virtual Terminal, you can manually add individual leads from an outside source.

If you use GPS, and only want to add contacted leads into Blitz (versus uploading the entire list into Blitz first), you can choose to use a custom GPS form.  Using this form will enable you to add leads individually to Blitz within the GPS website.  Before customizing the form, you will need to enable the connection in Administration –> Web Lead Setup.  Click Configure next to GPS Insurance Marketing- Auto Dialer, and enable the types of leads you receive.  Before making calls using GPS, go to http://gpsinsurancemarketing.com/form-build-request.  Put in your Agency information, and select Blitz Lead Manager in the Lead Management System dropdown menu.  This will create your custom integrated GPS form to use during calling.  GPS will provide you a link to the form so you can access it later.  You could also choose to instead input these leads directly into Blitz, as explained previously.

If you use the Robo-Agent Virtual Terminal to quote individual leads, it can be configured to drop the quoted leads directly into Blitz.  The Virtual Terminal needs to be enabled in Web Lead Setup, under the First Impressions configurations.  Make sure that you have First Impressions set up correctly, then it will be ready to use!

If you need a visual on adding individual leads, click here to view a video on creating a campaign, and click here to view a video on adding a new lead.  For free additional training, call our office at 419-841-8800.

BlitzAuthor Tips

A feature you will not find in a spreadsheet or some other lead management software programs is the ability to track what your employees are doing.  Every action in Blitz is recorded, and with a little knowledge, you can use this information to stay on top of your office like never before.  Blitz is set up so that you can monitor whether users are following up with leads and using the system correctly, making them completely accountable for anything they do (or don’t do).

When working leads in Blitz, users should be adding history entries and reaching milestones as leads are moving through the sales process.  These two actions can be checked using the Reporting tool (Administration tab).  A history note needs to be added for every type of contact the user has with the lead, whether it be phone, email, message, or meeting.  If history entries are not being written, the staff member is either not using the system properly or is not using it at all.  If you notice that milestones are not being reached for a particular employee, they may not be following your office sales plan, or, again, may not be using the system properly or at all.

To check history note and milestone activity, simply click the User Activity report, and choose a user and a start and end date.  Many employers choose to do this monthly so they can gauge growth to aid assessments.  Reports can also be run to check the last time users have logged into the system, and to list all users, both active and inactive.  All reports can be exported to Excel by clicking the Excel icon; this is helpful to keep monthly or yearly records.

If you are more of a visual person, the Dashboard tool might be for you.  Within the Dashboard, you can check how many leads are assigned to each user, amount and type of history notes added by users, number of opportunities won by each user, and dollar amount each user is bringing in.  This data is in the form of a bar graph so you can quickly detect any problem areas within your staff.

Employers also must be aware of users’ follow-ups and neglected leads.  On the My Blitz homepage, the number of neglected leads is listed by user for quick access.  If employees are following up with all appointments and adding history notes, they should not have any neglected leads.  You will also want to be sure that users are scheduling follow-up appointments for every lead (they can’t be a neglected lead if there was never an appointment!).  This can be done by viewing All Campaigns in the lead list, filtering by user, and checking in the Next Appointment column.

An important aspect to consider outside of Blitz is making sure your office is all on the same page in terms of when leads should be marked as each status and milestone.  If these are not being updated consistently within your office, the reports could be somewhat inaccurate.  Have an office meeting and discuss your sales process, and consider customizing statuses and milestones in Blitz to fit your needs.

BlitzAuthor Tips

First Impressions is a Robo-Agent software that generates insurance quotes from web lead providers and telemarketers.  Once the integration is enabled, quoted leads are dropped directly into Blitz Lead Manager with the quote attached to the lead’s history.  An email is sent out to the lead, the lead is assigned to a user, and a follow-up appointment is automatically scheduled on the user’s calendar.

How to set up First Impressions:

1. In Blitz, Under Administration à Web Lead Setup, click configure to the right of First Impressions.  In the Configuration Options, click the enable checkbox next to the providers you use.  Dropdown boxes will appear within the enabled rows.  Make sure you select “Round Robin” for the Auto Assign Group—this will allow for leads to be automatically distributed between users in a round robin fashion.  Auto Assign Groups can be customized under Administration à Auto Assign Groups.

2. Click on My Profile in Blitz, and find the API Id and Transaction Id.  These will be required to set up First Impressions.

3. At https://www.robo-agent.com/logon.aspx, keeping Blitz open in a different screen, enter your Agency Number and Password.  Click on Blitz Integration in the left menu, and edit settings.  Click the checkbox next to “Integration Enabled” and select the Web Service URL that reads: https://www.blitzleadmanager.com/allstate/ws/ws.asmx.  Copy your API Id (they call it a AppID) and Transaction ID and enter them in the appropriate boxes.  Test your connection and save settings.

First Impressions Blitz Integration

4. If you are new to First Impressions, send your First Impressions email address (agent#@robo-agent.com) to your current web lead providers.  This will let them know to send leads through First Impressions as opposed to directly to your email.

Interested in First Impressions?  Learn more here: http://roboagent.net/firstimpressions.html

BlitzAuthor Tips

iPhone iOS 3.0 and above supports the ability to add a calendar from a iCal (.ics) web URL. (iPhone 3, iPhone 4, iPhone 4s)

With this functionality you can add a read-only version of your Blitz Lead Management software calendar.

Required Prerequisite: On your My Profile page in Blitz, the Publish Schedule iCalendar Feed must be selected. To view the URL, click Show Calendar URL.

Tip: Email the URL to yourself so that you can copy and paste it from your iPhone’s email into the Server field in step 6.

Note: Screenshots vary slightly depending on the version of iPhone.

1. Open Settings

2. Select Mail, Contacts, Calendars

3. Select Add Account…

4. Choose Other

5. Select Add Subscribed Calendar

6. Enter the URL found on your My Profile page in the Server field. Click Next.

7. Click Save

8. You are then taken back to the Mail, Contacts, Calendars and should see your new calendar under Subscribed or Subscribed Calendars

support Tips

When you are setting up a web lead provider such as NetQuote, Insurance Agents, etc, you will want to perform the following steps within the Blitz lead management software:

If you are using Robo-Agents First Impressions or QuoteBurst Typhoon product, you do not want to configure each lead provider individually. You would just configure the First Impressions or Typhoon lead provider and select the lead types that correspond to your lead providers. By configuring it this way each lead that is added automatically will also have the quote information that First Impressions or Typhoon generated.

Repeat these steps for each lead provider you get leads from:

1. Configure Blitz so that it knows where to put the leads when they come in from the Lead Provider.
   1. Using the menu go to Administration -> Web Lead Setup
   2. Click the configure link for Lead Provider you wish to configure
   3. Check the Enable check box for each lead type you are receiving
   4. Click the Save Settings button in the top the right in the blue bar.
   5. You have successfully created new lead sources and campaigns in Blitz for each lead type configured.
   6. OPTIONAL: If you would like to send an auto-responder confirmation email to the lead:
      1. Create an email template for the auto-responder (Administration -> Email Templates)
      2. Enter the email address that will be listed as the From address when the email is sent.
      3. Enter the Subject for email
      4. Click the Save Settings button in the top the right in the blue bar.
   7. OPTIONAL: If you would like the lead auto assigned to a user using a round robin format:
      1. Select the Auto Assignment Group you would like the each lead type from the drop down. (Note: You will also need to configure the users who make up the auto assignment group. (Administration -> Auto Assignment Groups))
      2. Click the Save Settings button in the top the right in the blue bar.
2. Notify the Lead Provider that you would like to setup the integration with Blitz Lead Manager for your account.
   1. Using the menu go to My Profile
   2. Copy the API Id, Transaction Id, and API URL into an email. (These values are used to uniquely identify your account.)
   3. Send that email with your values to your Lead Provider and tell them you would like to turn on the Blitz Lead Manager integration.

Once both steps are complete and the Lead Provider turns on the integration, leads will automatically be populated in Blitz.

support Getting Started, Tips

Do you have a list of people or businesses that you are calling on?  Are you working events? Are you buying internet leads or lists? If the answer to any of these questions is yes, when you call or follow up with any of these contacts, a call script to reference can make a huge difference.  You might not always want to read the script word for word but having something for your callers to reference is very beneficial.   First off, you will want to make sure you are asking for the correct person and/or position of person within your script.  Getting to the correct person to talk to is the first steps or you could be wasting your time and/or selling the wrong person.  Also, it important that the call script is geared toward that source of the leads and/or the campaign that you have setup.  For example, if you collected leads at a minor league baseball game, you would want to mention something related to the game.   These are just a couple tips on how your script should be structured.  We suggest doing some role-playing, developing a series of scripts and other techniques when putting together a script or set of questions.

A call script also works hand-in-hand with sales lead management software.  When you are calling a lead, you can not only reference a call script but the history of your past conversations are there as well.

The Blitz lead management software has these tools built into the system.  Blitz allows you to:

• Add call scripts to each campaign of leads.  The call script will display on the lead log history screen for the callers.
• Add questions to each campaign.  The questions will paste into the history box before saving and so the caller can add the answer right now.

The call script and questions are displayed within the lead log history screen of the lead.  This allows callers to be able to reference the script, questions and history of the lead all on one page.

support Tips

As with anything you do, it’s important to have a plan.  When you are starting to use Blitz lead management software, you need to have a plan and setup a process on how things are progress on a day-to-day basis.  This plan may change from week to week or month to month but the basics should never change.   So, what are the basics?  What should the Blitz user be doing day-to-day?  What should the manager instruct his employees to do?

Blitz Basics:

1.) Check your schedule for appointments, follow-up’s and other tasks.  Blitz Lead Manager has a schedule within it menu.  Each day you sign in, this is the first thing you should be checking.  This has the list of appointments, follow-up’s and tasks that you need to accomplish that day.  This follow-up’s are typically something that you or another person on your team has put on your schedule.  Blitz Lead Manager does allow you to make your schedule the default start-up page.  This is found on the “My Profile” screen within the Blitz menu.  What this means is that each time you sign into the system, you can be directed to the schedule page.  Note:  If you are using the Professional or Enterprise Edition, you will see your scheduled follow-ups on your “My Blitz” page.

2.) Neglected Leads. Neglected leads are those follow-ups that you have missed.  The neglected leads list can be found in the menu under Leads –> Neglected Leads and can also be found on the “My Blitz” page which is found in the menu. This is could a follow-up from a day ago, week ago, month ago or however long.  You will want to work your neglected leads and so they are cleared.  As you work your neglected leads, you will be updating the lead (which drops it off the neglected leads list) and scheduling a follow-up if that applies.

3.) Check Next Appointment Dates. When you are looking at your leads on the Lead List, you will notice a “Next Appointment Date”.  All your leads should have a next appointment date on them unless the lead is a invalid (Do  Not Call number, no phone number, etc).   Even the leads that are “Not Interested” should more than likely have a follow up on them as you may be able to target them 6 months from now or sometime in the future.

4.) Targeting Leads/Lead Lists.  Once you have started to work your schedule and cleared your neglected leads, you then should have a plan for working new leads and prospects.  This could vary depending on what leads you are targeting and it may be different for each person on your team.  For example, you may have a person or persons that are working internet leads as the come into the system.  If this is the case, this person would be monitoring a campaign or campaigns for new internet leads.  They may also be getting email notifications from Blitz or a lead provider when these come into the system.

Another way of possibly targeting leads is working a campaign of new leads.  For example, you may have a campaign setup that has friends and family.  You could work all “new” leads in that campaign and schedule the follow-up’s as you go. You could give even get more specific on targeting leads by searching and filtering the lead list.  Maybe you want to filter down a list based on zip code or a custom field such as birth date or expiration.  This will allow you to prospect a specific set of leads and then start the lead tracking process.

In summary, you will want to make sure that you are hitting the Blitz basics which includes working your schedule, neglected leads and then a specific list or campaign that you are targeting.

support Getting Started, Tips

It is not enough to simply advertise your business in the current economy, referrals are necessary in many cases to get in front of people and make the sale. That means that networking has become increasingly important. But how can you do it effectively? Below there are some tips to help you more effectively network for referrals.

1. Know complimenting industry segments

You know what you are selling. What other things go hand-in-hand with your products?

For example, if you are selling annuities you might also want to offer Roth IRAs – look for other investment vehicles that work with your own.

You will grow if you can offer your customers more options. We all know customers like to have choices. Be prepared to share information with them that gives them an opportunity to buy – not to be sold.

If you don’t have it in your line, but you know someone that does – share their business card.

2. Know your customers, build trusting relationships with them

Nothing beats offering your customer an introduction to someone that can fulfill another of their needs.

By networking with people in complimenting industries, you become a more valuable ally to your customers.

By the same token, when you treat your customers right, you will find that they cannot help but refer you to their friends.

Your customers know other potential customers – leads are the life-blood of any organization.

Leads come from unexpected places – be watchful – and listen to your customers.

3. Follow-up on leads

When you receive a lead, whether from a networking individual or from a customer, you must be sure to follow-up timely.

Sales are made by taking that extra step.

Lead Management Software will help you to stay on top of your leads list. With a calendar and tickler system in place, all you need to do is store the pertinent information in the database and the Lead Manager will remind you of the next step in the follow-up process.

Make no mistake – follow-up is a process. From the first phone call to the in-person meeting, it’s more about timing and repetition than anything else.

Be the first company that your potential customer thinks about when the need arises and you will build the relationships that last.
Let Lead Management Software put all of your tasks in place.

4. Say “Thank You”

Thank you notes are not a thing of the past.

Nothing says personal service like a personal note sent to your potential customer.

Their time is money. By taking time out of their day to meet with you, either by phone or in person, they have invested in the sales process.

Be appreciative. Be genuine. Deliver what you promise.

Whenever you can, over deliver!

support Tips

The only thing worse than not having leads is having leads that you don’t follow up on effectively. Ineffective follow-up means that people are less likely to refer you to clients and can also lead to the loss of existing clients. Below are some tips that will help you stay on top of your leads.

1. Have a system in place

Vince Lombardi is credited with saying: “Plan your work and work your plan.”

It doesn’t get much simpler than this. If you don’t have a plan, your efforts will be all over the board – running a spectrum of ideas, but never reaching the goal.

Take the time to design your system. Your system should specify where you are and where you want to be. Only then can you build yourself a road map to reach the goal which is yours and yours alone.

2. Train your staff

Face it - no one knows your business like you do.

Helping your staff understand the Vision and Mission Statements and the Goals of the company is the most important information you can share with them.

When your employees understand and buy-in to the dreams you have for your organization, they will put forth the effort that you need to reach the customers in the way that you envision.

Your job is to make sure they feel that they are an active part of the process of growing your business.

3. Use Lead Management Software

There are many customer relationship lead management programs on the market.

These programs are popular for one very basic reason: Lead Management Software works.

a. It saves the basic information about potential leads
b. It stores contact names and numbers
c. It allows you to input the ongoing work of contacting a particular lead
d. It keeps all of the pertinent details at your fingertips
e. It provides a calendar to make sure you never miss an appointment
f. It has a tickler file to make sure that you follow up when you said you will
g. It keeps you targeted and focused – day after day

4. Follow–up

Nothing will cause a potential customer to remember you like prompt follow-up.
Lead management software takes the guesswork out of the process. Your calendar and tickler file or email reminder will make sure that you never miss another opportunity.

Just as a baseball player must keep his (or her) eyes on the ball, to build your customer base – you must follow-up in a responsible manner.

You can see, staying on top of your leads requires focus and the discipline to follow your specific plan.

Lead Management Software can get you where you need to go.

Are you ready?

support Tips

The Blitz lead management software is very powerful in that you can search, sort and filter your lead however you want.  You even have the ability to setup your own custom fields to search, sort and filter on and so the options are endless!  For example, let’s say your an insurance agency, you may have policy expiration date, credit score, birth date and current carrier as some of your custom fields.  When you are doing a search, you could select to pull everything back that has an expiration date of next month and is with a certain carrier.  Another example may be a company that gathers donations.  They may want to bring all leads back within a certain zip code that have contributed in the past.

The ability to search, sort and filter criteria is very critical for companies as you are doing targeted calls, emails, mailings, etc.  The Blitz lead management software is structured for any business as it allows you to setup these custom fields for any campaign that you choose.  It’s possible that you have a campaign for certain prospects that you are trying to acquire.  You may another campaign that is more geared toward recruiting new employees for your organization.  Blitz allows you to vary your campaigns based on who you may be targeting.  Check out the video for step by step instructions on “Searching Leads”.

What happens when you are not looking to pull back a list of leads based on certain criteria but rather to just find a particular lead?  The same strategy can be used to filter on a name, phone number, custom field or any combination of things.  In addition you can use another feature within Blitz called the “Lead Quick Search”.  This option can be found in the upper right hand corner of this sales lead management software.  This gives you the ability to enter in part of a name, a phone number, email address, contact name to quickly search your entire database for that lead.  This is a very useful feature when you get a call into the office and you want to just find that prospect or customer within Blitz.  This way, you can pull the lead up and update them based on the conversation. Users also like the fact that when they just need to update a lead quickly to “sold” they don’t have to click everywhere but rather just enter part of the lead name and find the prospect.

If you have not already, try Blitz FREE for 30-days!

support Tips