How long does it take until your business responds to a customer requests? Do you need one hour, three hours or do you need more time to respond to a customer requests?
A MIT study shows that companies who respond first to a customer requests have a 78% higher chance to win the deal!
Now you should check your response request process and improve it to respond immediately.
When do your sales reps contact the lead? In the beginning, when the leads signs up for more info? Or do you wait for three days until your lead has studied the info he has got from you, or do you wait until your leads calls you?
A FOCUS study shows that the most customers prefer to engage with a sales rep in the last third of the buying process.
Now you should check in which stage of the buying process your sales reps do contact the leads and change this to the last third of the buying process.
How long does it take until your leads become paying customers? One month, three months or six months or longer? How is the percentage rate of leads to customers for your business?
A Mac Macintosh survey shows that leads buy a product or service they have inquired about six months ago! The other 67% still intend to purchase but where still not ready.
Be patient with your leads and bring them into an effective lead nurturing process by providing valuable information and call to action, but no sales pitches!
How do you manage your incoming leads? Do lead them to an effective lead nurturing process to gain the most out of them by them time? What kind of information do you provide to your leads? Do communicate with your leads during the lead nurturing process or do you pitch them?
A Demand GenReport study shows that lead nurturing is producing a 20% increase of sales opportunities versus not-nurtured leads.
Setup an effective lead nurturing process to get the most results out of your inbound marketing efforts. Deliver remarkable and helpful content. Include call to action but avoid sales pitches or direct product offer. Do you lead nurturing emails more like a publication than like a sales letter?
How do you mange your marketing and sales process to increase lead to customer rate? I am looking forward to your comments below!
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