Getting inbound leads are the first mark of a successful lead generation campaign; however, these hot leads still require some nurturing since most don’t convert on their own and need a little help from a sales representative.
This is where the follow-up part of lead nurturing services comes in, to prompt hot leads to convert.
Unfortunately, marketing research suggests that follow-up is where most small businesses fail at their own lead-nurturing game.
They attract inbound leads with an effective lead generation strategy, then fail to give them the attention necessary for them to actually convert and become customers.
Leads Need Nurturing
How much lead nurturing follow-up should an inbound lead get?
Chris Hunter from Marketing Heroes answers this question in this week’s 3-minute small business marketing video and the answer might be a little surprising.
Presenting current research from Harvard Business Review, Chris discusses the importance of lead nurturing with the right kind of follow-up and how a single call back is not usually enough to sink the sale.
In fact, businesses of all kinds getting a full stream of active leads through their lead generation campaigns tend to only convert 10% without proper follow-up, as opposed to the 40-50% that convert when businesses use the right follow-up tactics.
For lack of enough follow-up, most small and medium business owners let the majority of their great leads go to competitors who are willing to invest in providing the follow-up necessary to coax them into becoming actual, paying customers.
Now Does Lead Nurturing Make Sense?
So what does this all mean for today’s small business owners struggling with their lead nurturing strategies?
It highlights the importance of follow-up and the need to dedicate the time and sales resources needed to get more new customers.
Sales reps must follow up enough times and in the right ways to convince those hot leads to convert.
For those who need help following up on all of their hot inbound leads to convert more of them, Marketing Heroes can bridge the gap between marketing and sales to help business owners convert more leads!
Need Help With Lead Nurturing In Austin Texas?
Contact Marketing Heroes To Discuss A Lead Nurturing Strategy!
Call 979-364-0584 To Find Out More!
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