Daniel Kimm of Shape CRM Software and Daniel Cross of Verse.io sat down to talk about the lead habits that are crippling your sales and marketing teams the most. While many understand the effectiveness and even the...
Your leads are knocking. Are you responding?
A lead fills out an inquiry on your website, but how long does it take for your sales team to respond? An hour? 4 hours? 24 hours? What about a lead that comes in on a Friday night? Is your sales team unable to get to them until Monday morning? 35-50% of sales go to the business that responds first, making it that much more important for your sales team to produce quick follow up.
Marketing and sales teams should be keeping up with leads which generate during off-hours. But hiring 24/7 ISAs (inside sales agents, often in charge of handling qualification and conversion) or even a contact center can get incredibly expensive with salaries and softwares needed to do so. The alternative to not having quick follow up 24/7, though, could result in huge missed opportunities for revenue.
It feels like a lose-lose situation, doesn’t it?
1 in 2 salespeople will wait 24 hours to follow up with a lead while 23% of leads don’t get contacted at all. With 44% of leads coming in after hours on average, it’s a very real problem when companies have zero processes in place to handle speed-to-lead and certainly results in lead waste.
Digital Storefronts vs. ISAs
According to Econsultancy, for every $92 spent on acquiring leads, only $1 was spent on converting them. With all the money spent at this point, adding on salaries, training and benefits for ISAs as a means to an end will become increasingly more expensive. An ISA may be able to solve the problem of speed-to-lead but they do not ensure the most ROI on your lead generation efforts.
Verse sought to relieve companies from the multiple problems and cracks found in the middle of the sales funnel. Inside Sales has preached for years, letting sales teams know that a 5 minute follow up guarantees the maximum conversion rate. In fact, 5 minutes or less will make a lead 21x more likely to convert (think: top-of-mind awareness and “wow!” factor).
While speed-to-lead is important to lead conversion, we understand after hours, weekends, and holidays are not the times your sales team will want to give their pitch. Verse’s 24/7 modern contact center doesn’t set them up to do so either. Verse just makes the point to initiate the connection with the lead which is one of the hardest feats in sales to date.
To make things better, 42% of people feel encouraged to purchase when they are given a choice on the timing of communication. Verse does this right away by asking the lead their preferred method of communication (phone, text, email) and making sure it’s a good time for them to chat. If it isn’t, they will pick a time that works and schedule the follow up accordingly.
And just to add a cherry on top, Verse also nurtures, qualifies and converts those leads into appointments with your sales team. Now the sales team can focus on talking with ready-to-purchase and ready-to-engage customers. All in all, your conversion rates can be maximized without having to allot for large budgets on a regular contact center or even ISAs salaries and training. Verse charges based on lead volume and uses real-time data to ensure your marketing team can better generate quality leads. Essentially, every team wins when you leverage Verse for your speed-to-lead and lead conversion. With the need for speed at hand, it’s a no-brainer for B2C companies. Even marketing agencies leverage us on behalf of their clients to ensure lead quality.
Don’t be the last one to follow up with leads. You’ll keep losing and wasting money because of it.
To learn more about how you can increase conversion rates and revenue with Verse, book a demo with one of our qualified Verse specialists.