– TECHTONIC SALES –
Poor Contact Rate
4. You sound fake.
If you go to voicemail, don’t fret – you have a huge chance here to make a good impression. A short, friendly message with a little pertinent info and a call to action can go a long way. But if you sound like a robot–disinterested, disingenuous, overly-scripted–that lead will be highly unlikely to answer the next time you call, let alone call you back.
5. You’re using the wrong channels.
How are you contacting your leads?
Are you sending follow up emails?
Are you keeping leads engaged with relevant and helpful content?
Are you available across different channels (phone, email, live chat, etc.)?
Now more than ever before, customers want to choose their channel so it is important that you have as many ways to contact your company as possible and be ready to engage the customers through the channel they feel most comfortable with.
6. You are giving up.
If at first you don’t succeed, try again. The concept here is simple: if you make more attempts, the chance of making a contact increases.
Strangely, a lot of companies are terrible about following up–the average sales rep makes two calls and will send an equally paltry one follow up email, even though studies have shown it takes about eight attempts to contact a lead, and as many as 5 follow-up calls to close a deal.
Sales is a marathon, not a sprint. (Over half of leads that express interest still won’t be ready to buy for another 3 months, and over 10% won’t make a purchase for a year; you need to stick with leads if you want the sale.)
Of course, you don’t want to overdo it. There’s a fine line between being persistent and pestering, but it usually doesn’t hurt to make multiple attempts.
7. Your approach is too rigid.
Our experience at Techtonic Sales supports these figures. We’ve actively increased contact and conversion rates for outside company sales teams (regardless of industry) just by making some careful, data-driven adjustments to timing and contact methodology.
A recent pilot campaign on behalf of a heavy equipment dealership in California generated a 36.7% initial contact rate–well above the dealership’s average. We refined our approach as the campaign progressed–tightened response time, tried different times of day, and modified our scripts –and within eighteen days that number was up to 53%, which in turn yielded some significant conversion figures.
We used the exact same process–call, measure, refine, call–to help a national health benefits provider boost enrollment in a new web-based engagement platform (over a fifth of its members are now on the platform) and raised another company’s customer service survey completion rates from 20% to 65%–gaining a lot of seriously helpful feedback along the way.
There could be a lot of underlying problems–you don’t have the staff, or the experience. Maybe your process needs tweaking and maybe you just plain need help. Local Outsourcing companies, like Techtonic Sales are here to help you and your company succeed.
Contacting and converting leads is an art, companies like ours that specialize in lead management can help jump start and keep your sales pipeline flowing.
– Julia Hill, Data Analyst –
Analyzes Data (Like a Boss) when not busy waiting on her dogs.
If you’re interested in reading some case-studies, or if you’d like more information about how business process outsourcing can help streamline and strengthen your company, feel free to contact us 612-455-7124 or email firstname.lastname@example.org, and we’ll get you the information you need.
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