Today’s marketing challenge is not only capturing the right leads, but also knowing ‘when’ and ‘how’ to followup with them.
Inc. magazine noted that back in the 1990s it was a fairly simple approach to find those customers and handle the leads, thanks to that new digital frontier: the Web.
A study came out that focused on just how-and-when sales people, or stakeholders, should “react to sales leads online.”
Back in the ‘90s, it was within a matter of hours, at times, before the lead might’ve gone completely cold; or the wrong time of the day was chosen for follow up.
Today, and as preferences for company brands continually shift in rankings, it is critical to follow a few tips affecting inbound marketing lead generation...and closing them: leads go cold more quickly in today’s competitive market.
Forget about the ‘quantity’ of leads
More importantly, it’s about the quality of the leads that can be turned into customers, as well as when they should be followed up on. For example, a revealing survey entitled “How Much Time Do You Have Before Web-Generated Leads Go Cold,” noted that two times of the week were judged to be the best times to follow up: Wednesdays and Thursdays; furthermore, the most effective times to call are between 4 pm - 6 pm.
More importantly, it is usually best to jump on that lead because even waiting an hour means the chances of contacting that person may “decrease more than 10 times in the first hour of contact.”
Rely more on Inbound leads
Marketers should follow their social media channels and blog sites closely. By far, leads generated from these sources are far more effective than the traditional Outbound strategies like cold calls or running banners and print ads.
How intrusive ads affect website visitors
A Hubspot survey revealed that when banner ads, or other forms of advertising, deluged the website, then 84% of those between 24-34 years of age left.
Businesses who make a point of monitoring their social media channels show good results harvesting leads. In fact, about 67 percent of business/consumer brands gathered in new customers from Facebook, for example.
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