A good percentage of leads generated by marketing are often left untouched. This happens when marketing campaigns deliver high volume leads that are not genuine prospects or have not been qualified properly. Sales staff will then be discouraged about the leads generated because of their poor quality and difficulty in converting to sale.
Here are few of the common “leaks” to avoid. Paying attention to these will prevent your company from wasting valuable resources and time.
- Quantity vs. quality – While it might seem like a good idea to get as many leads as you possibly can, this could waste your resources. Instead of trying to get a lot of leads, try to get prospects who are worth your time and energy. When sales reps are given fewer but better quality leads, they are able to focus their time on the most likely buyers. These well-qualified leads will bring the best return on your investment and highest profit to your company.
- Focusing on short-term – Studies show that two-thirds of sales come from neglected prospects. Focusing on short-term and immediate results can disappoint you if you do not get the results you expected. However, companies focusing on long-term generally enjoy higher conversion rates. Nurturing long-term leads will help you form relationships that can eventually turn into business.
- Giving up too soon – Prospective clients often don’t respond to sales attempts because they aren’t ready yet or they have to focus on something else. Use multi-touch, multi-channel campaigns to reach out to clients. Using emails, direct mail pieces and phone calls builds familiarity in the minds of prospects, prompting them to call you when they need your services.
Stop your sales and marketing leaks by implementing these simple measures and increase the effectiveness of your marketing efforts and your overall sales.
At OneIMS, our aim is to help expand the business opportunities of our clients while streamlining their marketing efforts. The team at OneIMS is dedicated to providing you with a definitive, all-in-one experience as we partner with you to meet your marketing objectives. Contact us today at 1-888-ONE-IMS-1.
OneIMS is a Chicago Web Design Company as well as a technology-based marketing service provider. We specialize in integrated marketing solutions such as Search Engine Optimization, Pay-per-click advertisements and email marketing. We employ cross-media marketing solutions that are designed to deliver results. Some of those solutions are Variable Data Printing, Personalized URLs and custom Landing Pages and triggered emails.