What answers do you get when you ask a young boy about his ambition when he grows up? Normally, he will say that he wants to be an engineer, a doctor, a pilot, or a sportsman. You will hardly find a child saying that he wants to be a salesperson. That’s because selling products to customers is not easy. And, sales - a challenging profession! However, sales can be made easier if a lead generation company does smart lead nurturing.
Today customers like to spend more time researching on products or services for developing their needs. Once consumers are convinced that a company selling the products or services can fulfill their needs, they will think of purchasing. So, if you are not engaging with your prospective buyers during the initial stages of the purchasing process and not nurturing them for a sales opportunity, you will be the one to lose.
Studies show that at least 95 percent of the visitors on your website are keen on researching but not prepared to have a word with a salesman. Then, 70 percent of these prospects will purchase from you or your nearest competitor some time or the other.
So, if you have not yet considered lead nurturing seriously, the following facts and statistics will make you think otherwise. The below mentioned statistics are based on the findings of Gleanster Research, SiriusDecisions, Forrester Research, The Annuitas Group, MarketingSherpa, and DemandGen Report. Let’s have a look.
- Studies show that only 25 percent of sales opportunities mature into sales.
- 50 percent of potential buyers are eligible but not yet prepared to purchase.
- 61 percent B2B marketers send the names and contact numbers of prospective buyers to sales. Then, out of these, only 27 percent is qualified.
- When it comes to lead development emails, their response rate is 4 to 10 times more than that of standalone or unconnected or mails.
- Those companies adept at lead nurturing and following-up are successful in generating 50 percent more sales-ready leads, and that too at 33 percent lesser cost.
- Those leads that are nurtured result in about a 20 percent increase in sales opportunities as compared to those that are not nurtured.
- 79 percent of marketing leads fail to convert into sales. This information is shocking and the reason for the poor performance is not nurturing the prospects properly.
- Leads that are nurtured result in 47 percent bigger purchases than the non-nurtured ones.
So, there is no reason that you should not consider lead nurturing seriously after reading this post. What do think? Do you have something different to say? Please feel free to share your ideas and thoughts.
