Tuesday, August 12, 2014

The Mystery of the Missing Leads

Agent shining a spotlight on a phoneDo you have a lead management mystery that needs to be solved?

If you've tried every lead generation strategy you can think of but still can’t seem to retain high-quality leads, you’ve sought out the right detectives. After looking over your case, we've found some clues that will help you get to the bottom of this quandary.

Clue #1: Lost Email 

Are your leads getting lost in your inbox? Once a prospect fills out an online inquiry form on your site and an auto-generated email notification arrives in your inbox, the clock starts ticking. Keeping track of those leads can be difficult, but it’s important, because the longer a prospect waits to hear back from a sales rep (if they ever do), the more likely they are to take their business elsewhere.

Clue #2: Lack of Lead Delegation

It's possible that if your leads are not getting hung up in your inbox, they're getting overlooked by your sales team. Many times there is miscommunication as to whose responsibility it is to call leads, resulting in nobody taking action. In fact, a study conducted by InsideSales.com showed that 40 percent of companies never respond to their web leads. (What a waste!)

Clue #3: Slow Response Time

One of the most important factors in capturing leads is how long it takes you to contact them. In fact, if you reach out to leads within five minutes versus 30 minutes of them filling out an online form, you're 21 times more likely to capture their business!

Don't make the mistake of wasting valuable time reading and filtering through email notifications while your prospects are passing the time by filling out inquiry forms on your competitors' sites. If the competition calls them first, that lead will slip through the cracks.

The Solution

We've cracked your case!

Now that we've put all the clues together, it's our professional opinion that a lead management software such as Lead Chaser would help you retain your leads.

Here’s how it works: The moment an online prospect submits a form on your website, Lead Chaser calls your predefined number. If we can’t get a hold of someone the first time, our round-robin routing capability allows us to route the call to the next agent on your specified rotation until an available agent is reached. When the system reaches a live agent, Lead Chaser uses text-to-speech technology to convert the contents of the form to a recording. Your agent then has the option to immediately call the prospect without even checking their email first!

Want more details? We've laid out our case findings in our SlideShare. Check it out to learn more about how to upgrade your lead management strategy.

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