So your inbound marketing is still falling short…
Updated: Apr 4, 2019
Here sending your sales dogs to attack is the wrong approach
Did you know that following up with web leads within 5 minutes makes you 9 times more likely to engage with them?
Or that lead nurturing emails get 4–10 times the response rate compared to standalone email blasts
What does this mean to you?
So you’ve been kicking your marketing into high gear, trying this new hot type of marketing: ‘inbound marketing.’ After optimizing your funnel, you are finally seeing people coming onto your page and leaving their info. And the best part about it, they actually seem to be QUALIFIED leads. What a dream come true!
But now what?
Your first thoughts are probably to hire some salespeople and get them to start calling them right away. Don’t let those leads slip away!
But did you know that it’s been proven that over 50% of qualified leads are not ready to buy? That’s right. So what can you do with that?
It’s all about the nurturing
Leads that are not ready to buy does not mean that they are never going to buy. That just means that the need more information.
Perhaps you are a hot new company on the market — why should they trust your brand? They need more company information to build up credibility.
Or maybe what they are looking at is a digital solution that will heavily impact the processes of their business — it’s a big decision!
In any case, what they DON’T need is a salesperson knocking on their door every three days to see if they have ‘thought about it yet.’
Sales experts are fantastic, but they are not always consistent. We are human, and sometimes we can’t always behave or perform the same. Mix that in with someone who is not ready to buy, and you have a recipe for a lost sale.
When to bring in sales?
This is not a black or white answer. It is something that needs to be studied with your particular case. It depends on how complicated your product is and how long the buying process may be.
But one thing is for sure… automating this process and letting the sales experts come in only when a lead is close to buying will decrease your salary costs and increase your revenue — hands down!
Stay tuned for our next post where we will explain exactly HOW Follow Lead will enhance your inbound marketing strategy and increase sales.