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Keep B2B Leads from Going Stale Fast Lead Follow Up Keeps B2B Leads from Going Stale Christopher Ryan [email protected]

Keep B2B Leads from Going Stale

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B2B leads can go stale quickly if not followed-up in a timely manner. this presentation discusses the impact of fast vs. slow lead follow-up.

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Page 1: Keep B2B Leads from Going Stale

Keep B2B Leads from Going Stale

Fast Lead Follow Up Keeps B2B Leads from Going Stale

Christopher [email protected]

Page 2: Keep B2B Leads from Going Stale

Contact to Close RateThe following chart (from 360Partners) illustrates the huge impact of

following up inbound responses quickly.

Note the tremendous drop when you delay your follow up to 30 minutes instead of calls within 5 minutes.

Page 3: Keep B2B Leads from Going Stale

Sobering Statistics

If these statistics aren’t sobering enough, consider the following:

• 51.4% of B2B Leads are never called.

Page 4: Keep B2B Leads from Going Stale

Sobering Statistics

If these statistics aren’t sobering enough, consider the following:

• 51.4% of B2B Leads are never called.

• The average number of phone calls made to new leads is 1.

Page 5: Keep B2B Leads from Going Stale

Sobering Statistics

If these statistics aren’t sobering enough, consider the following:

• 51.4% of B2B Leads are never called.

• The average number of phone calls made to new leads is 1.

• The average number of emails sent to new leads is 0.9.

Page 6: Keep B2B Leads from Going Stale

Sobering Statistics

If these statistics aren’t sobering enough, consider the following:

• 51.4% of B2B Leads are never called.

• The average number of phone calls made to new leads is 1.

• The average number of emails sent to new leads is 0.9.

• The average call response time for leads is 46 hours.

Page 7: Keep B2B Leads from Going Stale

Sobering Statistics

If these statistics aren’t sobering enough, consider the following:

• 51.4% of B2B Leads are never called.

• The average number of phone calls made to new leads is 1.

• The average number of emails sent to new leads is 0.9.

• The average call response time for leads is 46 hours.

• 85% of sales teams don’t track call response times.

Page 8: Keep B2B Leads from Going Stale

The Bad News

If these lead response data points are similar to what you are doing – you are definitely losing

business.

Page 9: Keep B2B Leads from Going Stale

The Good News

First, the steps you take to contact and process your B2B Leads in a more expedient manner will reap large rewards.

Page 10: Keep B2B Leads from Going Stale

The Good News

First, the steps you take to contact and process your B2B Leads in a more expedient manner will reap large rewards.

Second, if your competitors fail to follow up with their leads quickly, and you are a lead response speed demon, you will gain competitive advantage.

Page 11: Keep B2B Leads from Going Stale

Bottom Line Results

Improvements in singular lead metrics (conversion ratios) can have a large impact on bottom line results.

Page 12: Keep B2B Leads from Going Stale

Bottom Line Results

Improvements in singular lead metrics (conversion ratios) can have a large impact on bottom line results.

If you can restructure your sales development process to achieve a much faster lead response time you will

find much greater value in your B2B Leads.

Page 13: Keep B2B Leads from Going Stale

Bottom Line Results

Improvements in singular lead metrics (conversion ratios) can have a large impact on bottom line results.

If you can restructure your sales development process to achieve a much faster lead response time you will

find much greater value in your B2B Leads.

For more on this subject, see Sales Lead Management: Are you a Victim of FTFU (Failure to Follow-Up)?

Page 15: Keep B2B Leads from Going Stale

About Fusion Marketing Partners

Christopher Ryan, CEO

We Do This:

Brand building/messagingWebsite optimizationContent creationLead generation

You Get This:Much greater levels of awarenessHigher quantities of qualified leadsAbility to generate faster revenue

Lots more information at:

http://FusionMarketingPartners.com/

http://Greatb2BMarketing.com (blog)

[email protected]