There’s no such thing as a lost lead. They’re just someone who hasn’t quite come around yet.
One of the biggest factors associated with converting a lead is your response time.
It doesn’t matter whether it’s the weekend or the middle of the night, a response is a response, whether it’s automated or not. In fact, as part of your strategy, some of your emails might disclose they are automated, while some will be custom-tailored to seem as if they have been personalized with the utmost care. It’s all in the timing, content and a well-thought-out strategy.
At BOALT, we recognize that not all of your leads will turn into business opportunities and some might not meet the criteria necessary to be your client. But, that doesn’t mean you shouldn’t have an outbound marketing strategy in place, starting with an email nurturing strategy. Most clients neglect this aspect of marketing because they believe that it will be handled by their business development or sales associates. However, if well planned, they work together in perfect harmony.
Let’s say a lead submission arrives in the middle of the night. That’s when you can send an email out immediately, explaining that their business is very important to you. They are obviously awake and working, so keep that prospect thinking about you and only you. Don’t give them an opportunity to look for that next competitor! Tell them that you want to set up a time to connect when you are both available, but in the meantime, ask them to answer some questions about their objectives and send them some more information about your company. Ideally, the lead form would include specific questions, allowing you to send relevant information.
BOALT will design automatic triggers that activate when users hit certain milestones during their online experience. If they abandon their shopping cart before completing their purchase, we can send them occasional reminders or discount codes to entice them back to the site.