How To Close More Marketing Leads Faster
 

How To Close More Marketing Leads Faster

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The essential guide to improve lead response time from web leads. ...

The essential guide to improve lead response time from web leads.

You know the situation well: you find a website, you’re interested in making a purchase, so you fill out the contact form. Perhaps an hour, a day or even a week later you get a call from a sales rep. The problem is, at that point, your time is booked, you’ve found another solution and—most importantly—you’re no longer interested in taking the call. If the sales person had only called you right away, while you were still on that website, you would have made a purchase. At the very least, you would have engaged in a serious sales dialogue.

Now let’s turn the story around.

How often does an eager buyer fill out a download, a demo request or a contact form on your website, but by the time your sales team responds, the prospect is no longer interested? That window of opportunity closes fast—it takes very little time for a prospect to find a competitor or move on to another project. At that point, your prospect no longer has the time (or interest) to learn about the solution you provide.
How do you ensure that your sales team contacts qualified prospects quickly, while they are still actively reading your website thinking about your solution?

That’s what this eBook is all about.

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    How To Close More Marketing Leads Faster How To Close More Marketing Leads Faster Document Transcript

    • How To Close More Qualified Inbound Marketing Leads, FasterThe Essential Guide To Improving Lead Response Time From Web Leads
    • How To Close More Qualified Inbound Marketing Leads Faster 2Table of ContentsThe lead response time problem 3The data tells an interesting story 4How to fix the lead response problem 6A look under the hood 7Next steps 8About us 9            
    • How To Close More Qualified Inbound Marketing Leads Faster 3The lead response time problemYou know the situation well: you find a website, you’re interested in making apurchase, so you fill out the contact form. Perhaps an hour, a day or even a week lateryou get a call from a sales rep. The problem is, at that point, your time is booked,you’ve found another solution and—most importantly—you’re no longer interested intaking the call. If the sales person had only called you right away, while you were stillon that website, you would have made a purchase. At the very least, you would haveengaged in a serious sales dialogue.Now let’s turn the story around.How often does an eager buyer fill out a download, a demo request or a contact formon your website, but by the time your sales team responds, the prospect is no longerinterested? That window of opportunity closes fast—it takes very little time for aprospect to find a competitor or move on to another project. At that point, yourprospect no longer has the time (or interest) to learn about the solution you provide.How do you ensure that your sales team contacts qualified prospects quickly,while they are still actively reading your website thinking about your solution?That’s what this eBook is all about.            
    • How To Close More Qualified Inbound Marketing Leads Faster 4The data tells an interesting storyWe recently surveyed more than 350 marketers, asking the following question:How often does your sales team speak with a prospect to close a sale? More than 90% of survey respondents speak to a prospect to close a sale, but when prospects fill out web forms sales teams aren’t responding quickly enough with a phone call follow-up.More than 90 percent of businesses surveyed speak with a prospect as part of thesales closing process. Many of the same businesses also ask prospects to complete aform so the sales team can reach out. The hitch? That response goes out when it’smost convenient for the sales person—not the prospect. As a result, salesrepresentatives aren’t connecting with the prospect when the prospect is ready andmost eager to speak with sales.See what customers are saying about the importance of easy communication: • 59% of online shoppers use voice regularly to inquire about a product1 • 82% have wanted help but not been able to get help from a real person2 • 52% say it has affected their purchase decision3Your customers want to talk to you. Are you making it easier or harder for them tomake a purchase?                                                                                                                1  Oracle Cross-Channel Commerce Research Study (March 2011)2  IMShopping and Harris Interactive Survey (August 2009),3  InsideSales.com Research &Analytics (June 2011)              
    • How To Close More Qualified Inbound Marketing Leads Faster 5Why does speed matter?While speaking to prospects is clearly important, it’s your response time that’sabsolutely critical. These two studies tell you why:Leads convert 22 times more often when you make contact within the first fiveminutes.4In addition, according to Harvard Business Review, firms that contacted potentialcustomers within an hour of receiving a query were nearly seven times more likely toqualify the lead as those that contacted the customer an hour later—and more thansixty times as likely as companies that waited 24 hours or longer. Despite thesefindings, sixty-three percent of companies failed to respond in that golden hour.Twenty-four percent waited more than a day, and twenty-three percent didn’t respondat all.While email alerts or CRM updates are nice, there’s no better—and faster—way to getin touch than by phone. Trigger a phone call between your sales team and yourprospect while they’re still browsing your website, eager to learn about your business.The quicker you can make that connected, the more likely you are to close that sale.                                                                                                                4  Massachusetts Institute of Technology study 2007              
    • How To Close More Qualified Inbound Marketing Leads Faster 6How to fix the lead response problemYou need to speak to your customers to close a sale, so connections are important.You close more business the faster you speak with your customers, so speed iscrucial. If balancing these factors were simple, no one would lose sales on account ofslow responses. So how can you leverage speed and communication for betterbusiness?Just as you might manage, measure and automate your online marketing processes,you need a tool that can help you manage, measure and automate your voiceinteractions with customers.For example, Ifbyphone® is a voice-based marketing automation company thatcreated a lead response solution to solve this problem.The Ifbyphone LeadResponder application helps your team close sales faster byinstantly connecting sales reps with qualified prospects on your website.LeadResponder eliminates the lag in response time so you can close more qualifiedinbound marketing leads faster.How does LeadResponder work?LeadResponder leverages Ifbyphone’s advanced voice-based marketing automationplatform to instantly find and connect a sales person with the lead. When a prospectsubmits a web form, the system is designed to immediately call your sales team.LeadResponder reads the lead’s web form info to the company representative in aphone message. The sales person can then say, “yes” into the phone to instantlyconnect with the prospect. Through this instant connection, the sales person canspeak with a prospect within minutes of expressing their interest in a company’sproducts or services.LeadResponder integrates seamlessly with Hubspot so that you can register, configureand view reports within your existing Hubspot account.            
    • How To Close More Qualified Inbound Marketing Leads Faster 7A look under the hoodHow does Ifbyphone’s LeadResponder work? You simply add your sales teammembers to the system, set your business hours and activate the LeadResponder.Using The Ifbyphone LeadResponder you can turn web form submissions into live phoneleads for your sales team in a few easy steps.            
    • How To Close More Qualified Inbound Marketing Leads Faster 8Next stepsWant to learn more about how your organization can close more business byimproving lead response time? 1. Learn more: http://public.ifbyphone.com/partners/extras/hubspot 2. Download: Find the “Ifbyphone LeadResponder” in the Hubspot App Marketplace 3. Questions? Call Ifbyphone at 877-295-5100.            
    • How To Close More Qualified Inbound Marketing Leads Faster 9About usAbout IfbyphoneIfbyphone is the leading voice-based marketing automation platform that manages,measures and automates voice interactions in the marketing process — including leadcapture, lead nurturing, lead routing, and lead analysis. Learn more atwww.ifbyphone.com or find us on Facebook and Twitter.