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Leads Roundabout
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a service of NederlandsKennisCentrum
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What is the LEADs ROundabout?
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Unfortunately, leads do not always match with the solution you offer as a software supplier. We know that too well. Therefore, NederlandsKennisCentrum has created the Leads Roundabout. The idea is simple: The Leads Roundabout gives way to valuable leads. Leads that do not match with your software solution are exchanged for leads that do. A valuable trade: simple and effective.
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HOw does it work?
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It’s simple really:
- You provide us with your ‘worthless’ lead.
- We (NederlandsKennisCentrum) will contact your lead and make a qualification.
- If we can work with your contact, we will offer you a valuable lead in return. One that matches your solution, of course.
You can also choose to hand in your lead now and request your exchange lead at another time. We use credits for this. This allows you to easily adjust the workload of your sales department.
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The Rules of the game
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- Preferably, you inform your lead prior to the exchange (please refer to our frequently asked questions for tips & tricks).
- You deliver your lead to us.
- We will contact your lead, identify the needs, and make a qualification. We use the BANT principle for this.
- In return, we provide you with similar, however valuable, new leads.
It goes without saying that we handle your contacts carefully. We assume that you do too.
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The benefits
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- Bye mismatch, hello prospect.
- You help yourself to new matching leads.
- The unsuitable lead will get a new chance too, thanks to you.
- Valuable leads will be added to your leads pool.
- The Return on Investment on your marketing campaigns increases considerably.
- Disadvantages? We cannot think of any.
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FREQUENTLY ASKED QUESTIONS
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In our experience, it works best to do this immediately after you’ve determined the mismatch. For example, you can say:
Unfortunately, our (software) solution does not match your request and we cannot help you. However, the good news is that we work together with NederlandsKennisCentrum, an organisation that has good insight into possible solutions for you. We will ask them to contact you. Are you okay with this?
Of course, you can also send an email later and just inform your lead that we will contact them.
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The valuable leads we provide you with, have already been informed by us. We introduce your software solution as a possible match – in most cases as 1 of 4 possible solutions. All you need to do is call.
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Leads always fall into a certain segment within which exchanges can take place. First we determine the value, then we match the value. This may mean that we trade 1 substantial lead for, say, 5 smaller ones, or vice versa.
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BANT is an acronym for Budget, Authority, Needs and Timing. In short, in means that we should be able to speak to the right person (A), who knows a thing or two about the needs (N), whether there’s a budget (B), and what time scale (T) applies. It’s as simple as that.
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Who we are
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NederlandsKennisCentrum is an IT information platform that assists companies in IT selection processes. For over ten years, the platform has been collecting data from software suppliers – track records, specifications, and user experiences – in the Dutch market. This valuable information allows us to make the best matches in IT selection processes. Since 2017, NederlandsKennisCentrum is also internationally active. In Germany, Great Britain and Spain, to be precise. For this purpose, we’ve developed SoftwareNavigator.
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Tel: 020-2400653
Fax: 084-7379247
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© 2018 NederlandsKennisCentrum
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