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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Keep B2B Leads from Going Stale

  1. 1. Keep B2B Leads from Going Stale Fast Lead Follow Up Keeps B2B Leads from Going Stale Christopher Ryan info@fusionmarketingpartners.com
  2. 2. Contact to Close Rate The 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.
  3. 3. Sobering Statistics If these statistics aren’t sobering enough, consider the following: • 51.4% of B2B Leads are never called.
  4. 4. 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.
  5. 5. 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.
  6. 6. 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.
  7. 7. 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.
  8. 8. The Bad News If these lead response data points are similar to what you are doing – you are definitely losing business.
  9. 9. The Good News First, the steps you take to contact and process your B2B Leads in a more expedient manner will reap large rewards.
  10. 10. 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.
  11. 11. Bottom Line Results Improvements in singular lead metrics (conversion ratios) can have a large impact on bottom line results.
  12. 12. 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.
  13. 13. 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)?
  14. 14. Facebook LinkedIn Twitter Check Back! Check back in the coming weeks to learn more about B2B marketing and lead generation! Check out our free Lead Generation eBook. And connect with us via: In the meantime…
  15. 15. About Fusion Marketing Partners Christopher Ryan, CEO We Do This: Brand building/messaging Website optimization Content creation Lead generation You Get This: Much greater levels of awareness Higher quantities of qualified leads Ability to generate faster revenue Lots more information at: http://FusionMarketingPartners.com/ http://Greatb2BMarketing.com (blog) info@fusionmarketingpartners.com 719-357-6280

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