If you are a regular reader of this blog, you will know I advocate that your B2B lead generation, including social media, need to bring results. This is why this infographic that focuses on conversions caught my attention. It is based upon a study by/ Leads360 who analyzed more than 3.5 million leads (I will have to find out from them what they used to define a lead) but let’s take a closer look at this infographic. They claim at the top of the infographic that “the results of this analysis will give you a strong grasp on how to best increase your chances of converting a prospect to a sale.” Let’s see if this is true.
Faster is Better
The faster you place a call to an inquiry, the more likely you are to convert them. The study revealed that attempting to contact a lead by telephone within one minute of the inquiry dramatically increases the likelihood of conversion, even if the contract is not made. The chart shows the difference between one minute and 2 minutes is 160% increase.
Recommended for YouWebcast: Sales and Marketing Alignment: 7 Steps To Implement Effective Sales Enablement
Persist, don’t Annoy
How many attempts do you make to contact a prospect before you give up? According to this study leads first contacted after 7 or more telephone call attempts are 45% less likely to convert than if contacted after six or fewer call attempts. So if you are using a telephone, the study indicates to stop trying after six times.
When examining email communication, leads first contacted after six or more email attempts are 36% less likely to convert that if they leads were first contacted after five or fewer attempts.
Timing is Essential
If you believe the first two findings then this is an obvious conclusion. What they are attempting to show in the chart that if you combine phone calls and emails perfectly, your conversion rates will increase up to 128%; however, the infographic does not tell you how to combine them. Instead, it references you to their full report. We will need to obtain it before we can comment further but at least this infographic provides a start.
See the infographic below.