Lead Management Software
Lead Management Software – Capture, Distribute and Track leads within your sales teams.
Lead follow-up – The clocks ticking
Posted on 28. Oct, 2011 by Duncan Macdonald in Lead Management, Lead Management Blog
It goes without saying that Lead Follow-up is an important factor in the success of your lead generation efforts. Without a consistent and professional approach those leads will never convert to deals on their own.
Leads go cold, it’s a well know fact and a problem for many businesses. What determines leads going cold, is generally believed as leads left for days or weeks, at which stage the prospect has lost interest or sourced alternative options.
Yet it is not just the fact that you follow-up leads at some point before they go cold, it is the speed at which you do so that is critical in beating your competitors to the deal. The first business to contact a lead greatly increase their chance of converting the deal.
Research has proven that the majority (67%) of leads generated, are from legitimate prospects with real needs. Furthermore 40% will end up making a purchase, at some point down the line. The common statistic about the Lead management process and one we use in our own marketing is that about 80% of these leads are ignored. Granted it is not just a straight forward case of following up or not, one of the determining factors why leads convert, is the time it takes to make first contact and in many cases this is determined in minutes not days.
According to Harvard Business Review, businesses that contact leads within the first hour have nearly 7 times greater chance of qualifying the lead than those that take a day or more to follow-up.
As the clock ticks your chances of contacting, qualifying and ultimately winning that deal diminish. With all the money spent on generating leads it is a wonder why more resource and focus is not put on the handling and response to those leads. Lead follow-up is time critical – Prospects don’t wait for you to get your house in order.
B12Leads is an online lead management tool to capture, distribute and convert leads. Everything you would expect from a CRM tool but with a focus on keeping track of leads and your sales teams. An affordable solution that has everything you need to take control of your sales pipeline.
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Thanks for taking the time to share this. Follow-up plays an important role in lead generation especially today where prospects do not buy the first time. People now must encounter a marketing message many times before making a purchasing decision. So definitely a great follow-up will give salespeople an advantage over less rigorous competitors.