Thursday, August 18, 2011

Leads Left for Dead?

by Margie Church, copywriter/editor

Does your member services department have what it needs to handle responses from your marketing activities? Best practices will have these issues identified during the campaign's project planning stages, and puts the response team in a proactive mode.

Start on a Positive Note

Make someone from member services part of your marketing team. Once the campaign is fleshed out, take them through the components so they're aware of everything involved. Provide copies of printed communications and links to electronic items for them to see before the campaign launches.

Don't rely on member services to read everything and determine what the action items are. Provide the salient points, including the campaign's goals and offers, launch and end dates, and any potential sticky points that may disqualify someone from taking advantage of the offer.  If you need to, write a script. 

Provide a specific guideline on how quickly respondents will be contacted so the lead doesn't go cold. Plus doing so cultivates the relationship you have or hope to build with any member. Armed with the right information, your member services department is prepared to handle questions correctly and close the deal.

Whether your credit union's tellers are the member services department or you have a dedicated team established for handling responses and inquiries, set them up for success. Your staff will be happier and it will be easier to determine your campaign's success.

At Pinpoint, we use a tool called Staff Notes to identify and address member services responses. At the project launch call, we'll talk about them and put your responses in writing. You'll also receive a creative blueprint of the project to use as a guide. This helps ensure we'll all be on the same page from concept through fulfillment. Does your agency do these things? 

Maybe it's time for a better process. Give Pinpoint a call.

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