Do you ever wonder why leads reach out to you, but then don’t answer when you respond? An article from the Harvard Business Review might help you. They found online leads go cold shockingly fast – and most companies don’t reach out fast enough to save them. Fortunately, you don’t have to be online 24-7 to capture these quick-to-die leads – automation can save your bacon.
The Short Life of Sales Leads
In 2011, Harvard Business Review reported that 63% of companies that received a lead online took more than an hour to respond. In fact, 24% took more than 24 hours to respond, and 23% never responded at all.
That might seem pretty normal to you, and at one time it probably was. However, with today’s fast-moving online environment, it’s not a way to successfully do business anymore. The HBR study showed that companies in contact within an hour were seven times more likely to qualify the lead than those that contacted them within two hours. And those who waited 24 hours or longer were simply out of luck.
Advertising and outreach are not inexpensive, either in terms of dollars or in terms of staff hours (which cost a LOT of dollars). You can’t afford to let your contacts go down the drain. Unfortunately, you also can’t afford to staff people around the clock to make sure you respond personally to a lead within an hour. So… how do you capture those leads?
Simple. Use automation.
Using Automation Saves Leads AND Cash
One of my clients has been using Infusionsoft for four years, and it has literally revolutionized her business. Revenues have increased 472%. ROI for marketing improved 4000%. Why? Because Infusionsoft made sure she never lost a lead. EVER.
The Infusionsoft email marketing software can be set up to respond to leads at any interval you choose – immediately, five minutes after inquiry, or whenever you like. You craft a personalized email, and the lead receives it right away. The campaign can include several contacts, spaced out at specific times, or can simply create a to-do item for one of your staff to make a phone call or an appointment with the lead.
Infusionsoft is extremely customizable. You can use it simply, to manage your email list and make sure another lead never falls through the cracks. Or, you can use it in-depth, creating individualized campaigns with multiple branches and follow-up sequences.
With automated follow-up, you’ll be the first one the lead hears back from. That alone can make you thousands of dollars. In addition, you’ll never have to worry about a lead being missed or not getting contacted within that magical first hour. You’ll save leads, earn more, AND save money on staff hours. It’s a win-win-win.
Automation doesn’t mean impersonal. The emails you write can be as personal or professional as you choose. The “from” name and address will be yours (or another employee’s). It will look as though you responded personally, right away. And that’s an impression worth making.
Are you interested in putting automation to work for you? Check out Infusionsoft today!
Disclosure: This article includes affiliate links. But I would never recommend something I don’t use and wholeheartedly believe in.