Transcribed

The Differences Between Online, Offline Leads and How Each Impacts Lead Conversions

OFFLINE O ONLINE LEADS Cost Per Contact Field staff person + travel $300-$500 Inside Salesperson $25-$30 Face-to-Face Close Rates 40% OF OFFLINE 18.5% face-to-face prospects are converted.. OF ONLINE virtual sales prospects are converted... into customers PRESSURE The % of leads who experienced too much pressure in the follow up stage - OFFLINE LEADS ONLINE LEADS 17% 23% Online leads are more sensitive to sales pressure tactics after being successfully qualified. ESSENTIAL TRAITS ONLINE CUSTOMERS With immediate & persistent response companies saw a LIFT IN RESULTS THE FIRST HOUR POTENTIAL CUSTOMERS WHO RECEIVIEDA QUERY WITHIN THE FIRST HOUR WERE: 60x Were 60 times more likely to convert than companies waiting 24 hours or longer 7x Were 7 times more likely to convert than calling just one hour later After 20 hours every additional dial your salespeople makes actually hurts your ability to make contact to qualify a lead! 6. Even further - The CRITICAL 5 MIN. RESPONSE WINDOWw 5. 5MIN 10MIN 30MIN ODDS OF QUALIFYING A LEAD -4X -21 X of audited 0.9% companies attempted first contact within Only 05 MINUTES What's even worse.. FAIL 6. Only 29% attempted first contact within the first FOUR HOURS OUTBOUND INBOUND LEADS* vs Average cost of a lead derived from traditional Average cost of a lead from Outbound Marketing Inbound Marketing $373 $143 UP TO 62% LESS THAN OUTBOUND 66 "Those who started their relationship through an online request expect the process to go much more smoothly & quickly than the typical purchase process" Dealer.com COMPARISON of the AVERAGE CUSTOMER Offline Online Widgets Widgets Widgets Customer visits showroom Contact form filled out for inquiry name email message Send Browse Instant Call Inventory HI! Customer heads to Customized information competitor stores sent to customer! Pinnacle Co. Days later, sales Sales person calls back person calls back Hi, REMEMBER ME? HoW DID THE PROPOSAL LOOK? Customer Customer meets to sign paperwork signs paperwork Offline leads Online leads can engage in numbers. Attracting new leads, like IT sales leads or software sales can engage and convert. Although it is possible to engage with your prospects through online channels and generate business to business leads, most online channels leads, nowadays usually means mass marketing and that is difficult to only let you engage. What you need to achieve aside from achieve when you stick to traditional methods. " engagement is conversion." salesforce Sources (1) www.businessweek.com/articles/2013-01-10/sales-moves-beyond-face-to-face-deals-onto-the-web (2) www.kenkrogue.com/inside-sales/face-to-face-closes-better (3) www.forbes.com/sites/kenkrogue/2012/07/12/the-black-hole-that-executives-dont-know-about (4) www.pictures.dealer.com/jdpower/f03848600a0d02b7004ddo1481592777.pdf (5) www.hbr.org/2011/03/the-short-life-of-online-sales-leads (6) www.marketingsherpa.com/DG07SFSlides/LeadResponseManagementReport.pdf (7) www.forbes.com/sites/kenkrogue/2012/07/12/the-black-hole-that-executives-dont-know-about (8) www.forbes.com/sites/kenkrogue/2012/07/27/the-great-marketingsales-disconnect-industry- study-reveals-36-of-leads-never-called (9) www.forbes.com/sites/kenkrogue/2012/07/27/the-great-marketingsales-disconnect-industry- study-reveals-36-of-leads-never-called (10) www.smallbusiness.yahoo.com/advisor/online-killing-offline-lead-generation-044632506.html

The Differences Between Online, Offline Leads and How Each Impacts Lead Conversions

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No matter your market, sales leads come from two very important-but vastly different-sources. Online leads, or offline leads. While both of these lead streams are vital to the success of business, man... y businesses are handling these leads in a “One size fits all” manner. www.salesforce.com has created an infographic entitled “The Differences between Online, Offline Leads and How Each Impacts Lead Conversions” with easy to follow directions on how to correctly handle both types of leads. 40% of offline face-to-face prospects are converted into customers, and 18.5% of online customers are converted into customers. Online customers may be more sensitive to sales tactics, as 23% of leads reported feeling too much pressure during the follow up stage, while 17% of offline leads reported too much pressure. But where is the perfect middle for online sales? The key is the first hour. The first hour is essential to converting those leads into customers. Potential customers that received a response to a query within an hour were 60 times as likely to convert as those that had to wait over 24 hours. They were 7 times as likely after that hour had passed, and after 20 hours, you can kiss that lead goodbye. Only .9% of companies surveyed followed up within the first five minutes. Those first five minutes are essential to a sale. And what’s more, is that only 29% of companies followed up within four hours. This infographic gives an easy-to-follow map detailing how to convert leads-both online and offline-into sales, along with tips and tricks from the pros that any salesperson can follow. Feel free to share or comment on this infographic from www.salesforce.com entitled “The Differences between Online, Offline Leads and How Each Impacts Lead Conversions”