Social Marketing Leads have a Short Shelf Life

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Leads that are generated from your website have a very, very short life span and need to be dealt with within the first 5 minutes of their arrival.

That’s not a very big window of opportunity, but you are 4 times more likely to successfully qualify your lead than if you called back between 5 and 10 minutes. If you call within those first 5 minutes rather than waiting 30 minutes to get in contact, you are 21 times more likely to qualify your lead than if you waited. Astounding!

Do you contact your new enquiries back within 5 minutes or are you of the idea that you don’t want to look desperate so you’ll wait a couple of hours and call them back later, possibly making yourself look busier than maybe you are?

I have taken this information from a good book by Geoffrey James. Called “How to Say It: Business to Business Selling: Power Words and Strategies from the World’s Top Sales Experts.”

Outsourced Lead Generation – A Cost Effective Process for Qualified Lead Generation

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Do you know the true costs of your sales process? You know what you pay your sales people, their travel, their entertainment and their benefits. From that and based on the production of closed sales opportunities, you can determine your ROI.  Right? Well….sort of.

There are hidden costs.  There are sales processes that when you get down to it are just plain time consuming and perhaps even painful.  Do you want your shiniest assets chasing every so called lead they get from marketing, ads, email campaigns, events, trade shows, from web inquiries?  90%+ of these inquiries never pan out.  You know that and your assets who are chasing these leads know it too.  Yet, you keep on having those leads chased and having your assets consume their valuable time dialing and leaving voicemails that rarely get returned.  Or worse, you have an inside business development team, sales associates, do this task and they too have no better luck.  They get frustrated and ultimately leave or move on.  This creates a gap in your process.

Cost effective Lead Generation-Good Leads

Back to the hidden costs.  Replacing reps and dealing with the churn in your front end process is costly.  Costly for you to find new reps to do the dialing volumes.  Costly for you to train them, to coach them and get them to a level of proficiency.  The more complex your end product or service is, the longer it will take to bring the new rep up the competency curve.