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In B2B sales, if you’re not actively locating leads, you’re losing business. There’s no way around it: Without new leads, your business is left treading water in a market that is constantly pushing downstream. Although it’s important to retain established customers (70% of companies believe that it’s more expensive to locate a new customer than to retain one), an organization is only able to grow through the development and conversion of new leads. Therefore, lead generation should be at least as important as customer retention.
However, there’s one aspect of B2B lead generation that many organizations don’t understand: Timeliness.
According to Harvard Business Review, companies that contact potential customers within an hour of receiving queries are nearly 7 times as likely to have “meaningful conversations” with key decision makers as businesses contacting prospects even an hour later. Despite this statistic, only 37% of companies respond to queries within an hour. This reactive attitude happens in part because we fall into the bad habit of viewing customers as a faceless commodity—static, waiting to be acted upon. But the reality is that customers are individuals with their own lives, expectations, and deadlines, and they’re just as interested in finding fast solutions to their problems as the rest of us. This is even more important when your customer base is made up of other businesses.
Now, think about your business. Are your representatives contacting potential leads within an hour of receiving queries? If not, can you honestly say you’re doing everything in your power to decrease your response time?
If you answered ‘no’ to either of those questions, then it may be time for a change. By streamlining your processes and focusing your team’s attention on the importance of prompt response time, you’ll be better capable of locating and retaining the business opportunity leads that are most likely to follow through to total conversion. But what can businesses do to ensure that they are responding promptly to leads?
To answer that question, we must first understand where leads come from. The most important thing to recognize is the difference between leads and names. Names can be obtained through any number of methods (ethical or otherwise). Entire lists of names can be purchased from online sources or through other companies. Name lists deliver a high quantity of potential buyers, but there’s little to distinguish these names as qualified or interested in continuing through the sales pipeline. Names give sales representatives a place to start, but when they do so, they are forced to start from square-one. Leads, on the other hand, have more to do with quality than with quantity.
Leads are potential customers who have already begun their journey through the sales funnel before a sales representative ever becomes involved. As we’ve covered in previous blog posts, acquiring leads requires a campaign with multiple media channels and provides a personal touch to set your company apart from others. This personal touch may make all the difference when decreasing your response time.
The internet has drastically altered the way people communicate. Where once long-distance, data-heavy conversations could require significant time to reach conclusions, large quantities of information can now be sent and received in seconds. This near-instantaneous communication has made it possible for customers to connect with businesses in unprecedented and efficient ways. Still, customers would rather connect with people than businesses.
A new lead may enter your sales funnel at many points. No matter where a potential customer begins the journey towards conversion, the first encounter they have should be with a member of your sales team. This may fly in the face of the business funnel mentality that less-profitable prospects should be weeded out early on so more attention can be paid to prospects who are more likely to result in a greater ROI. Many organizations understand this, and reserve actual person-to-person communication for leads that have progressed far enough along the funnel to no longer be considered “risky.” However, limiting contact with live representatives in early stages of the sales process may become a self-fulfilling prophecy.
If you instead ensure that every new lead has the opportunity to have specific issues addressed quickly and directly by someone who understands the process, you increase the likelihood of those leads committing to do business with you. Bear in mind that although most prospects enjoy the idea of having access to an informed representative throughout the entire process, not every prospect will need to be hand-held. Train your representatives to be available but not aggressive---just as the lack of a representative can sour a possible sale, so can the presence of someone who is trying to pressure a prospect to commit before he or she is ready.
Given the limits most businesses face regarding manpower, time, money, and other resources, it may seem like giving every potential customer access to a living representative is impossible. Nonetheless, it’s important to respond quickly to queries as they arise. The best companies have learned how to take advantage of specific tools to help them keep track of their leads and offer them the service that they expect. When used knowledgeably, these tools reduce response time and support sales efforts throughout the sales funnel. Here are a few of the most beneficial tools that an organization may choose to invest in:
Customer relationship management (CRM)
Customer analytics
Automated responders
Modern communication technology makes it possible for businesses and clients to communicate at lightning speed, but only if organizations are willing to act quickly. Unfortunately, the reality is that many businesses are not only responding well past the all-important one-hour mark, but are not bothering to respond at all: The same Harvard Business Review study found that 16% of businesses responded within 24 hours, 24% took more than 24 hours to respond and 23% didn’t respond, period. Even more disturbing, a recent study performed by Dreamforce in which potential leads were submitted to various marketing-centered businesses found that as many as 40% of the organizations contacted failed to respond to the submitted lead.
Perhaps the most important takeaway for businesses is that organizations who focus all their attention on generating their own leads may find that the more valuable prospects—customers who are able to generate their own interest and willing to make the first move—are being ignored. The lead that contacts your company is worth several times the amount of the lead that your company generates.
These business opportunity leads may mean the difference between the success or failure of your organization, so give them the attention they warrant. A quick response shows potential clients just how much you value their business, and in turn they will learn to value the work you do for them.
