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Mind Games & Misconceptions 
How Marketers & Salespeople Irritate Their Leads.
For years, marketers & salespeople 
have been getting it 
ALL WRONG.
Mistakes are being made that are costing them 
PROFITABLE 
NEW RELATIONSHIPS ...
... MISTAKES THAT ARE NOT UNLIKE THOSE 
BEING MADE IN THE DATING WORLD.
SO IN AN EFFORT TO PROTECT ALL 
HUMANKIND FROM THE MIND GAMES AND 
MISCONCEPTIONS THAT STIFLE OUR 
LONG-TERM RELATIONSHIP ...
READ ON, CONSUME, 
IMPLEMENT, AND FOR THE LOVE 
OF MARKETING ... 
SHARE!!! 
THIS SLIDESHARE!
Mind Game: Success comes when you make 
them wait 24 hours or more to hear from you. 
They’ll think you’re totally busy, r...
WHEN IN REALITY 
...
THE ODDS OF MAKING CONTACT 
WITH A LEAD INCREASES 100 X IF 
CALLED WITHIN 5 MINUTES, 
AND ...
... THE CHANCES OF 
QUALIFYING A LEAD ARE 
21 X BETTER IF CALLED WITHIN 
5 MINUTES. 
Source: lead response management stud...
RESEARCH SHOWS THAT 35-50% 
OF SALES GO TO THE 
VENDOR THAT RESPONDS FIRST. 
Source: InsideSales.com
Misconception: Tell them all about what you 
do and why you do it. They’ll love hearing your 
passion for your product or ...
WHEN IN REALITY 
...
ONLY 1 IN 50 DEALS ARE STRUCK AT 
A FIRST MEETING. 
Source: Marketing Donut
63% OF PEOPLE REQUESTING 
INFORMATION ON YOUR COMPANY 
TODAY WILL NOT PURCHASE FOR AT 
LEAST THREE MONTHS - AND 20% 
WILL ...
THE FIRST CALL OR MEETING 
IS ABOUT UNDERSTANDING 
YOUR PROSPECT AND THEIR 
BUSINESS - NOT SELLING. 
ASK QUESTIONS AND BE ...
DOING YOUR RESEARCH BEFOREHAND WILL 
BUILD TRUST AND OPEN THEM UP TO 
SPEAKING TO YOU IN MORE DETAIL 
ABOUT THEIR CHALLENG...
Misconception: Ask for committment early! No point 
waiting around; if they’re not interested in signing the 
dotted line,...
WHEN IN REALITY 
...
COMPANIES THAT EXCEL AT 
LEAD NURTURING GENERATE 
50% MORE SALES-READY LEADS 
AT 33% LOWER COST... 
Source: Forrester Rese...
... AND NURTURED LEADS 
MAKE 47% LARGER 
PURCHASES THAN 
NON-NURTURED LEADS. 
Source: Aberdeen Research
WHICH IS WHY WE NEED TO 
NURTURE OUR LEADS WITH 
PERSONALISED AND RELEVANT 
CONTENT UNTIL THEY’RE 
READY TO BUY. 
Download...
Mind Game: Send the same, generic message to ALL 
OF THE LEADS! They have no way of knowing it’s not 
meant for just them.
WHEN IN REALITY 
...
THE PERCENTAGE OF SPAM IN 
EMAIL TRAFFIC AVERAGED 64.8% 
IN JUNE 2014.
PERSONALISED EMAILS IMPROVE 
CLICKTHROUGH RATES BY 14% AND 
CONVERSION RATES BY 10%. 
Source: HubSpot
68% OF MARKETERS SAY 
PERSONALISATION BASED ON 
BEHAVIORAL DATA HAS A HIGH 
IMPACT ON ROI...
... AND 74% SAY IT HAS A HIGH 
IMPACT ON ENGAGEMENT ...
... BUT ONLY 19% DO IT! 
Source: HubSpot
Misconception: Don’t follow up after the first 
conversation. You’ve done your bit. They’ll come 
to you if they’re intere...
WHEN IN REALITY 
...
2% OF SALES ARE MADE ON THE 
FIRST CONTACT,
2% OF SALES ARE MADE ON THE 
FIRST CONTACT, 
3% ON THE SECOND,
2% OF SALES ARE MADE ON THE 
FIRST CONTACT, 
3% ON THE SECOND, 
5% ON THE THIRD,
2% OF SALES ARE MADE ON THE 
FIRST CONTACT, 
3% ON THE SECOND, 
5% ON THE THIRD, 
10% ON THE FOURTH,
AND 80% OF SALES ARE MADE 
ON THE 5TH TO 12TH CONTACT 
AFTER THE FIRST MEETING.
BUT 44% OF SALESPEOPLE GIVE 
UP AFTER 1 FOLLOW UP. 
Source: The Marketing Donut
Misconception: Showing up on social is enough. 
You have all the profiles set up -- let the leads flow! 
Your competition ...
WHEN IN REALITY 
...
93% OF BUSINESSES AND 
MARKETERS HAVE PROFILES 
ON SOCIAL MEDIA. 
Source: Beta21
BUT IT ’S NOT ENOUGH 
TO SHOW UP TO THE 
PA R T Y.
ON AVERAGE, COMPANIES 
RESPOND TO ONLY 30% OF SOCIAL 
MEDIA FANS' FEEDBACK ...
...BUT APPROXIMATELY 46% OF 
ONLINE USERS RELY ON SOCIAL 
MEDIA WHEN MAKING A 
PURCHASE DECISION. 
Source: Nielsen
DON’T LOSE OUT ON A GREAT 
OPPORUNITY TO GENERATE 
BUSINESS ON SOCIAL. 
Download our ebook to learn about 
social selling.
Mind Game: Tell them you’re something you’re not. 
If they have a problem that needs solved, your 
product or service can ...
WHEN IN REALITY 
...
NOT EVERYONE YOU SPEAK TO IS 
GOING TO BE A GOOD FIT FOR YOUR 
PRODUCT OR SERVICE.
WHICH IS WHY YOU NEED TO 
UNDERSTAND WHO YOUR 
BUYER PERSONA IS AND THEN 
ATTRACT, CONVERT, CLOSE, 
AND DELIGHT THEM.
41% OF MARKETERS DO NOT 
USE BUYER PERSONAS 
SOURCE: HUBSPOT & LINKEDIN SURVEY 2014
HAVING THE WRONG PERSON 
BECOME A CUSTOMER CAN LEAD TO 
LAWSUITS, NEGATIVE PR, 
ANGRY SOCIAL CONVERSATIONS, 
BAD REVIEWS, ...
Mind Game: Sign them up without consent. 
They want you, they just don’t know they want you.
WHEN IN REALITY 
...
USING CONTENT 
TO ATTRACT YOUR 
PERSONA TO YOUR 
WEBSITE IS A GREAT 
WAY TO GROW YOUR 
MARKETING FUNNEL. 
HOWEVER...
IT’S NOT OK TO THEN CALL THAT 
LEAD AND TELL THEM THEY 
REQUESTED A SALES CALL WHEN 
THEY DIDN’T.
THIS IS A REALLY 
GOOD WAY TO P**S 
OFF YOUR LEADS AND 
LOSE THEM FOREVER.
Don’t p**s off your leads. 
Learn what not to do in 
our ebook: 
How to Lose a Lead in 
10 Ways 
Download ebook
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Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads

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Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads

Mind-blowing stats that prove marketers and salespeople have been getting it all wrong when it comes to acquiring new customers.

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Transcript of "Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads"

  1. 1. Mind Games & Misconceptions How Marketers & Salespeople Irritate Their Leads.
  2. 2. For years, marketers & salespeople have been getting it ALL WRONG.
  3. 3. Mistakes are being made that are costing them PROFITABLE NEW RELATIONSHIPS ...
  4. 4. ... MISTAKES THAT ARE NOT UNLIKE THOSE BEING MADE IN THE DATING WORLD.
  5. 5. SO IN AN EFFORT TO PROTECT ALL HUMANKIND FROM THE MIND GAMES AND MISCONCEPTIONS THAT STIFLE OUR LONG-TERM RELATIONSHIP SUCCESS ...
  6. 6. READ ON, CONSUME, IMPLEMENT, AND FOR THE LOVE OF MARKETING ... SHARE!!! THIS SLIDESHARE!
  7. 7. Mind Game: Success comes when you make them wait 24 hours or more to hear from you. They’ll think you’re totally busy, right?
  8. 8. WHEN IN REALITY ...
  9. 9. THE ODDS OF MAKING CONTACT WITH A LEAD INCREASES 100 X IF CALLED WITHIN 5 MINUTES, AND ...
  10. 10. ... THE CHANCES OF QUALIFYING A LEAD ARE 21 X BETTER IF CALLED WITHIN 5 MINUTES. Source: lead response management study
  11. 11. RESEARCH SHOWS THAT 35-50% OF SALES GO TO THE VENDOR THAT RESPONDS FIRST. Source: InsideSales.com
  12. 12. Misconception: Tell them all about what you do and why you do it. They’ll love hearing your passion for your product or service. Heck, they’d be crazy not to buy!
  13. 13. WHEN IN REALITY ...
  14. 14. ONLY 1 IN 50 DEALS ARE STRUCK AT A FIRST MEETING. Source: Marketing Donut
  15. 15. 63% OF PEOPLE REQUESTING INFORMATION ON YOUR COMPANY TODAY WILL NOT PURCHASE FOR AT LEAST THREE MONTHS - AND 20% WILL TAKE MORE THAN 12 MONTHS TO BUY. Source: marketing donut
  16. 16. THE FIRST CALL OR MEETING IS ABOUT UNDERSTANDING YOUR PROSPECT AND THEIR BUSINESS - NOT SELLING. ASK QUESTIONS AND BE CURIOUS ABOUT WHAT THEY WANT TO ACHIEVE AND WHAT CHALLENGES THEY’RE FACING. “ ” SEONA BRESLIN SALES MANAGER, HUBSPOT Talk to a HubSpot Salesperson
  17. 17. DOING YOUR RESEARCH BEFOREHAND WILL BUILD TRUST AND OPEN THEM UP TO SPEAKING TO YOU IN MORE DETAIL ABOUT THEIR CHALLENGES. Download our ebook for prospecting tips
  18. 18. Misconception: Ask for committment early! No point waiting around; if they’re not interested in signing the dotted line, you have other interested parties!
  19. 19. WHEN IN REALITY ...
  20. 20. COMPANIES THAT EXCEL AT LEAD NURTURING GENERATE 50% MORE SALES-READY LEADS AT 33% LOWER COST... Source: Forrester Research
  21. 21. ... AND NURTURED LEADS MAKE 47% LARGER PURCHASES THAN NON-NURTURED LEADS. Source: Aberdeen Research
  22. 22. WHICH IS WHY WE NEED TO NURTURE OUR LEADS WITH PERSONALISED AND RELEVANT CONTENT UNTIL THEY’RE READY TO BUY. Download this ebook to learn how to set up your lead nurturing
  23. 23. Mind Game: Send the same, generic message to ALL OF THE LEADS! They have no way of knowing it’s not meant for just them.
  24. 24. WHEN IN REALITY ...
  25. 25. THE PERCENTAGE OF SPAM IN EMAIL TRAFFIC AVERAGED 64.8% IN JUNE 2014.
  26. 26. PERSONALISED EMAILS IMPROVE CLICKTHROUGH RATES BY 14% AND CONVERSION RATES BY 10%. Source: HubSpot
  27. 27. 68% OF MARKETERS SAY PERSONALISATION BASED ON BEHAVIORAL DATA HAS A HIGH IMPACT ON ROI...
  28. 28. ... AND 74% SAY IT HAS A HIGH IMPACT ON ENGAGEMENT ...
  29. 29. ... BUT ONLY 19% DO IT! Source: HubSpot
  30. 30. Misconception: Don’t follow up after the first conversation. You’ve done your bit. They’ll come to you if they’re interested.
  31. 31. WHEN IN REALITY ...
  32. 32. 2% OF SALES ARE MADE ON THE FIRST CONTACT,
  33. 33. 2% OF SALES ARE MADE ON THE FIRST CONTACT, 3% ON THE SECOND,
  34. 34. 2% OF SALES ARE MADE ON THE FIRST CONTACT, 3% ON THE SECOND, 5% ON THE THIRD,
  35. 35. 2% OF SALES ARE MADE ON THE FIRST CONTACT, 3% ON THE SECOND, 5% ON THE THIRD, 10% ON THE FOURTH,
  36. 36. AND 80% OF SALES ARE MADE ON THE 5TH TO 12TH CONTACT AFTER THE FIRST MEETING.
  37. 37. BUT 44% OF SALESPEOPLE GIVE UP AFTER 1 FOLLOW UP. Source: The Marketing Donut
  38. 38. Misconception: Showing up on social is enough. You have all the profiles set up -- let the leads flow! Your competition can’t steal your leads now ...
  39. 39. WHEN IN REALITY ...
  40. 40. 93% OF BUSINESSES AND MARKETERS HAVE PROFILES ON SOCIAL MEDIA. Source: Beta21
  41. 41. BUT IT ’S NOT ENOUGH TO SHOW UP TO THE PA R T Y.
  42. 42. ON AVERAGE, COMPANIES RESPOND TO ONLY 30% OF SOCIAL MEDIA FANS' FEEDBACK ...
  43. 43. ...BUT APPROXIMATELY 46% OF ONLINE USERS RELY ON SOCIAL MEDIA WHEN MAKING A PURCHASE DECISION. Source: Nielsen
  44. 44. DON’T LOSE OUT ON A GREAT OPPORUNITY TO GENERATE BUSINESS ON SOCIAL. Download our ebook to learn about social selling.
  45. 45. Mind Game: Tell them you’re something you’re not. If they have a problem that needs solved, your product or service can totally do it ... even if you know it can’t.
  46. 46. WHEN IN REALITY ...
  47. 47. NOT EVERYONE YOU SPEAK TO IS GOING TO BE A GOOD FIT FOR YOUR PRODUCT OR SERVICE.
  48. 48. WHICH IS WHY YOU NEED TO UNDERSTAND WHO YOUR BUYER PERSONA IS AND THEN ATTRACT, CONVERT, CLOSE, AND DELIGHT THEM.
  49. 49. 41% OF MARKETERS DO NOT USE BUYER PERSONAS SOURCE: HUBSPOT & LINKEDIN SURVEY 2014
  50. 50. HAVING THE WRONG PERSON BECOME A CUSTOMER CAN LEAD TO LAWSUITS, NEGATIVE PR, ANGRY SOCIAL CONVERSATIONS, BAD REVIEWS, REFERRALS, AND MORE SCARY STUFF.
  51. 51. Mind Game: Sign them up without consent. They want you, they just don’t know they want you.
  52. 52. WHEN IN REALITY ...
  53. 53. USING CONTENT TO ATTRACT YOUR PERSONA TO YOUR WEBSITE IS A GREAT WAY TO GROW YOUR MARKETING FUNNEL. HOWEVER...
  54. 54. IT’S NOT OK TO THEN CALL THAT LEAD AND TELL THEM THEY REQUESTED A SALES CALL WHEN THEY DIDN’T.
  55. 55. THIS IS A REALLY GOOD WAY TO P**S OFF YOUR LEADS AND LOSE THEM FOREVER.
  56. 56. Don’t p**s off your leads. Learn what not to do in our ebook: How to Lose a Lead in 10 Ways Download ebook
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