Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads
Mind-blowing stats that prove marketers and salespeople have been getting it all wrong when it comes to acquiring new customers.
9. THE ODDS OF MAKING CONTACT
WITH A LEAD INCREASES 100 X IF
CALLED WITHIN 5 MINUTES,
AND ...
10. ... THE CHANCES OF
QUALIFYING A LEAD ARE
21 X BETTER IF CALLED WITHIN
5 MINUTES.
Source: lead response management study
11. RESEARCH SHOWS THAT 35-50%
OF SALES GO TO THE
VENDOR THAT RESPONDS FIRST.
Source: InsideSales.com
12. Misconception: Tell them all about what you
do and why you do it. They’ll love hearing your
passion for your product or service. Heck, they’d
be crazy not to buy!
14. ONLY 1 IN 50 DEALS ARE STRUCK AT
A FIRST MEETING.
Source: Marketing Donut
15. 63% OF PEOPLE REQUESTING
INFORMATION ON YOUR COMPANY
TODAY WILL NOT PURCHASE FOR AT
LEAST THREE MONTHS - AND 20%
WILL TAKE MORE THAN 12 MONTHS
TO BUY.
Source: marketing donut
16. THE FIRST CALL OR MEETING
IS ABOUT UNDERSTANDING
YOUR PROSPECT AND THEIR
BUSINESS - NOT SELLING.
ASK QUESTIONS AND BE
CURIOUS ABOUT WHAT
THEY WANT TO ACHIEVE
AND WHAT CHALLENGES
THEY’RE FACING.
“
” SEONA BRESLIN
SALES MANAGER, HUBSPOT
Talk to a HubSpot Salesperson
17. DOING YOUR RESEARCH BEFOREHAND WILL
BUILD TRUST AND OPEN THEM UP TO
SPEAKING TO YOU IN MORE DETAIL
ABOUT THEIR CHALLENGES.
Download our ebook
for prospecting tips
18. Misconception: Ask for committment early! No point
waiting around; if they’re not interested in signing the
dotted line, you have other interested parties!
20. COMPANIES THAT EXCEL AT
LEAD NURTURING GENERATE
50% MORE SALES-READY LEADS
AT 33% LOWER COST...
Source: Forrester Research
21. ... AND NURTURED LEADS
MAKE 47% LARGER
PURCHASES THAN
NON-NURTURED LEADS.
Source: Aberdeen Research
22. WHICH IS WHY WE NEED TO
NURTURE OUR LEADS WITH
PERSONALISED AND RELEVANT
CONTENT UNTIL THEY’RE
READY TO BUY.
Download this ebook
to learn how to
set up your lead
nurturing
23. Mind Game: Send the same, generic message to ALL
OF THE LEADS! They have no way of knowing it’s not
meant for just them.
33. 2% OF SALES ARE MADE ON THE
FIRST CONTACT,
3% ON THE SECOND,
34. 2% OF SALES ARE MADE ON THE
FIRST CONTACT,
3% ON THE SECOND,
5% ON THE THIRD,
35. 2% OF SALES ARE MADE ON THE
FIRST CONTACT,
3% ON THE SECOND,
5% ON THE THIRD,
10% ON THE FOURTH,
36. AND 80% OF SALES ARE MADE
ON THE 5TH TO 12TH CONTACT
AFTER THE FIRST MEETING.
37. BUT 44% OF SALESPEOPLE GIVE
UP AFTER 1 FOLLOW UP.
Source: The Marketing Donut
38. Misconception: Showing up on social is enough.
You have all the profiles set up -- let the leads flow!
Your competition can’t steal your leads now ...
43. ...BUT APPROXIMATELY 46% OF
ONLINE USERS RELY ON SOCIAL
MEDIA WHEN MAKING A
PURCHASE DECISION.
Source: Nielsen
44. DON’T LOSE OUT ON A GREAT
OPPORUNITY TO GENERATE
BUSINESS ON SOCIAL.
Download our ebook to learn about
social selling.
45. Mind Game: Tell them you’re something you’re not.
If they have a problem that needs solved, your
product or service can totally do it ... even if you
know it can’t.
47. NOT EVERYONE YOU SPEAK TO IS
GOING TO BE A GOOD FIT FOR YOUR
PRODUCT OR SERVICE.
48. WHICH IS WHY YOU NEED TO
UNDERSTAND WHO YOUR
BUYER PERSONA IS AND THEN
ATTRACT, CONVERT, CLOSE,
AND DELIGHT THEM.
49. 41% OF MARKETERS DO NOT
USE BUYER PERSONAS
SOURCE: HUBSPOT & LINKEDIN SURVEY 2014
50. HAVING THE WRONG PERSON
BECOME A CUSTOMER CAN LEAD TO
LAWSUITS, NEGATIVE PR,
ANGRY SOCIAL CONVERSATIONS,
BAD REVIEWS, REFERRALS, AND
MORE SCARY STUFF.
51. Mind Game: Sign them up without consent.
They want you, they just don’t know they want you.