E-Leads

What is E- Leads™?

E-Leads™ is a hosted web based electronic lead capture & evaluation system. E-Leads™ is exclusively available from SiteStream in the UK and being web based does not involve any technology or infrastructure investment beyond normal internet access. It requires little or no capital investment and should form an essential part of any modern house builders marketing budget and planning.

Leads from your own website, the property portals and estate agents can be evaluated on equal terms to help you respond appropriately with the right resource at the right time. E-Leads™ enables you to benefit from the substantial savings and efficiencies of electronic marketing media compared with traditional marketing methods. It is cheaper than most traditional lead sources and produces its own indisputable data on your return on investment in it. The true value in the plethora of leads from today's electronic media becomes crystal clear using this very latest technology from America.

Why you should consider E-Leads™?

To improve the quality of your electronic leads
To justify the value and verify the outcome of the each lead
To maximise the revenue generated from your leads
To benefit from shorter sales cycles
To prove the return on investment in your internet marketing strategy
To track conversion rates comprehensively
To track how effectively you follow up your leads
To integrate third party electronic leads with your sales process
To ensure your electronic leads are highly valued by your sales staff
To ensure your customers get a prompt and appropriate response
To make it easier for purchasers to register with you and reduce "registration fatigue"
To provide purchasers with real time acknowledgement of their enquiry
To give purchasers the confidence that their enquiries will be followed up in a timely and efficient manner
To be able to offer automated and targeted follow up programmes
To gain access to market wide demand-side data and benchmark your performance

A new way to manage and evaluate the rapidly expanding stream of internet leads from potential house buyers is being introduced to the UK. Already a success in America, E-Leads™ promises house builders the opportunity to evaluate the electronic leads from their web site and property portals as well as those from more traditional sources. Customers receive an automated response, giving them confidence that their enquiry has been registered, and the house builder can track progress of the lead through the sales office and to sales completion. The system will work in conjunction with the house builders existing web site and administration systems to maximise the potential of internet sourced leads and it provides the sales negotiator with the same level of information expected from a prospect who walks into the showhouse.

It is now proven that most purchasers using the web have thoroughly researched their requirements and are pre-disposed to make a quick buying decision. They are usually better qualified and there is evidence that they are twice as likely to buy as prospects who walk into the showhome.

The rapid rise in use of the Internet to find a new home is one of the most dramatic adoptions of new technology in the history of commerce. Just eight years ago, no new home buyers in the UK used the Web; today one in two do so. They like to be able to shop anonymously, visiting multiple sites and house builders, at a time that suits them, no longer having to slog around from site to site looking for the right home. From an informed position they then choose a shortlist of properties they will visit. This however gives the house builder a problem. It used to be that the builder's show homes and selling events gave them full control over their leads. They could qualify them on-site, determine the level of interest, and maybe elicit some data from the purchaser, such as desired price range, income, and mortgage restrictions. Today the builder has lost a large part of that control, and with multiple new home listing sites on the web, raw leads pour into the sales office from a wide variety of sources. They are often converted to paper or fax format, become un-traceable, and are treated by some sales negotiators as second rate leads compared with walk in prospects. Without the right software in place to track, score, and distribute the leads, many of the old problems remain, and the Web may not deliver much except higher volumes twice as fast. The problem comes into crisp focus when you realise how new home listing web sites have proliferated, and the resultant high volumes of leads that are fed to site from a dozen or more sources including portals, agents, the builders own web site and central sales office.

E-Leads™ captures, tracks and scores the leads in a unified way, so they can be managed by one desktop tool, no matter how many sources the leads come from. It allows house builders to evaluate new home buyer leads using a universal registration form (similar to Microsoft's Passport program). This means the purchaser only has to register once for all their enquiries even with different portals or developers.

House builders not only get the lead, but they also get extensive information and customer profiling presented in standardised form. Moreover, the data set that comes with each lead allows the builders to score the lead, from hot to cold, and at a glance determine the appropriate follow up.

The system also provides the housebuilder with the value, not just the quantity, of leads generated by competing electronic sources. Questions on how much to invest in generating web site traffic, and which portals best service your chosen markets, can now be answered by detailed statistics giving the proportion of internet leads from each source that proceed to sales completion.

Dozens of homebuilders in America—including many of the nation's largest, such as Beazer, D.R Horton, K. Hovnanian, Engle Homes, and Ryland Homes—have embraced the E-Leads™ management system to track and manage new home sales leads from multiple listing sources, significantly increasing their lead-to-sales conversions.

As the Web matures there will be a continued rise in the number of new home buyers who use the Web to search for and configure their new homes. It is imperative that builders prepare for the growth of the Web and make it integral to their sales processes. Part of that integration is adopting sophisticated Web lead tracking systems like E-Leads™, and studying the resulting data to see where they can best spend their advertising budgets.
If you would like to download this synopsis, or a report on our recent seminar which makes an even more compelling case for contacting us about your lead management strategy, click here.

If you are already convinced contact:
Malcolm C Freeman - Sales & Marketing Director - SiteStream Software Limited
Tel: 01252 733447 Fax: 01252 733581 E-Mail: Sales@SiteStream.biz

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_{E-Leads is a registered trade mark of Be Home Wise Inc.}