Target

How to easily manage campaigns and follow up using Target for Handle CRM.

A huge problem for marketing teams is finding a centralized place to track campaigns, followup, and results. Whether you buy a list or create your own, you need one place to track whether the campaign is being executed correctly and followups are being done.

Handle’s Target application helps you create and monitor direct marketing campaigns to any group of contacts or customers, based on specific search criteria you choose. 

• Create highly targeted segments for your campaigns using your data
• Turn transactional information and data in your system into marketing lists
• Schedule and perform outreach activities directly from the application
• Create actions and follow-ups en masse
• Automatically assign the appropriate person or group of people to perform followup activities
• Track campaign results, so you know whether you’re hitting your goals

NOTE: There’s been an enhancement to the Target feature. Scroll down to learn how to quickly assign bulk tasks to the appropriate people.

Create Targeted Lists for Advanced Campaigns

You can upload a list from an event or other source, but most commonly, our users leverage Handle’s advanced search capabilities to create a list to a very narrow segment of their contacts or customers. 

For example, you might want to target companies that invoiced equipment last quarter, accounts that own a certain type of equipment, or people who have opened a repair order in the last 30 days. You can also pull data from multiple searches to build the exact list for your campaign.

Here’s how it works:

1. Create a search using any search criteria you like
2. Select all or some of the records to add to your campaign
3. Click on the Actions button and open the dropdown 
4. Select Add to > Target 

A popup will open that lets you search for a specific Target, if it’s already been created. You may also create a new Target.

When you select the Target, the records you’ve checked will be added to the chosen campaign in the application. If you want, you can continue to add search records to any campaign based on the criteria you’ve set for it. 

Once you’ve selected/created the Target you want, you’ll be directed to the Target’s main page. Here, you can see Details and Activity on the left and Comments on the right. 

The Accounts field tells you the number of accounts in this campaign. Click on that number, and you’ll see an itemized list of everyone in that campaign.

Types of Campaigns 

Target can help you create a variety of marketing campaigns, including:

• Tasks
• Phone calls
• Email campaigns 

NOTE: We’ll be releasing a new feature soon for performing mass email campaigns from Target. You’ll be able to generate and send bulk emails from a template you’ve created. You’ll also be able to send emails on behalf of people in your organization. Be looking for our article on that. 

Assign Campaign Activities / Actions 

You can assign tasks to names on the list individually or en masse. 

1. Select all or some of the records on the list
2. Click on Actions to open the dropdown
3. Scroll to find the type of action you want, e.g., Sales Call or Task

Once you select the activity, you’ll be taken to the Activity page. 

1. Give the activity a title
2. Add details such as call script or task details in the Description
3. Choose whether to schedule the next call (Yes or No)

By default, actions are assigned to the person who created the records. But you can easily reassign them or send records to the salesperson or parts person on the account. 

You can also reassign them in bulk. Some organizations create the records and assign them to the marketing person, who then distributes the tasks. Others have the tasks automatically assigned to the salesperson or parts person on the account.

Quickly Assign Bulk Tasks to the Appropriate People

There are two ways to approach assignments in Target: assign all the accounts to a group of people you select, or assign the accounts to a specific record manager type (or role).

1. Group Assignments

You can create followup activity en masse, and assign the followup activity to multiple people who are all responsible for completing them.

For example, you might want to reach out to 50 customers about a parts special, so you assign all 50 customers to your Parts people. These calls can be made by anyone on the team, and when completed, that customer is taken off the list for everyone to avoid duplicate calls.

To do this, create the call en masse through the Target campaign.

Then select the people you want to assign the campaign tasks to.

Finally, click Save & Close in the lower right corner. The system will alert them and track who is called, by whom.

2. Role Assignments

With this option, you’ll assign the campaign activity to a specific role, or record manager type, such as the Parts Manager on each account. 

To do this, open the user list in the upper right-hand corner, as shown above. Then select the record manager type (or role) you want to assign the accounts to.

Finally, click Save & Close in the lower right corner. 

When you do this, the campaign tasks will be automatically assigned to the appropriate person on those accounts. If there isn’t anyone in the selected role, the system will see that and, instead, assign the account to the person creating the Target campaign. 

For example, if you’re targeting 50 customers, and 40 of them have a Parts Manager assigned to the account, those managers will be alerted that they need to perform the campaign tasks. 

But let’s say 10 of the accounts you’re targeting don’t have a Parts Manager. The system is smart enough to assign those accounts to the person setting up the campaign (usually the Marketing Manager), so they can manually assign those accounts to someone. 

Easily Track the Status of Tasks

Handle automatically assigns a task as:

• Active: The task is assigned to a record but hasn’t been performed yet
• Pending: No task has been assigned to the record yet
• Complete: The task has been performed

You can also sort your list by the status. Click on the “Status” heading at the top of that column, and all similar statuses (Active, Complete, or Pending) will be grouped together.

Other Options for Reviewing and Seeing Updates 

On the campaign tab, there’s a comments area on the right that gives you a quick-view of comments, people associated with the campaign, and files you’re creating. 

On the left side of the page, you can click on any field to open a detailed view of that activity.

Measuring Success

How you measure success is up to you. For example, success might be determined by: 

• Whether something’s been sold
• How quickly the campaign was executed
• Whether you achieved certain metrics or results

Any data that is stored in Handle can be pulled into Target and calculated, including repair orders, parts purchases, or whole goods purchases. We just total them up here to track the campaign’s progress and/or success.

For example, if you ran a month-long campaign, you can automatically pull in additional whole goods, parts, service, or sales that were made to those accounts in that time period to see if they’re associated with the campaign.

For email campaigns, you can track whether people are opening or clicking on emails. This helps you determine whether you’re actually reaching people, so you can decide how to follow up.

Get Started Today

The Target application is built into your system, so you can get started creating searches and assigning tasks today. But we always recommend a quick discussion with us to make sure it’s configured properly to help you achieve your objectives. 

If you want to talk about your campaigns and goals, reach out to Texada support. We can make sure we’re aligned and that your screens are optimized for your specific needs.