Why do so Many Leads go Unanswered?

*Also check out our new post about Rethinking Leads in a Changing World!!

Leads: a term used incessantly in sales and marketing; really just jargon for interested buyers. You care about leads and connections because interested buyers can turn into actual buyers, which equates to money in your pocket. So, why do consumers have to call 5 different businesses before one will call them back?

In our current technologically savvy world, the consumer has an abundance of resources at their fingertips and increasingly demand immediate interaction. How do you, as an overworked, understaffed, and likely under-appreciated business, make sure you’re capturing the most connections possible? With the below tips:

1. Simply answer the phone. If your phone rings, pick it up. The potential for a sale is worth delaying whatever you were doing for a few moments. If you’re on a job site and can answer your phone, it’s okay to let the customer know you will call them back in x-number of minutes.

2. Follow-up. The initial point of contact is the first test of trust and reliability. If you tell them you’re going to call them back, call them back within the given time period. This helps you start the dealer-buyer relationship off on the right foot!

3. Voice Message recording. If you are absolutely unable to answer the phone, make sure your Voice Message greeting includes your business name and contact information including email and text messaging, if applicable. Americans increasingly prefer texting over phone calls and spend 4 to 5 times as many minutes texting as they do placing calls. Providing additional messaging options in the voice message recording makes you more likely to develop connections.

4. Embrace mobile. Consider these facts from Mobile Marketer: “A stunning 90 percent of mobile searchers take action within one day. A more stunning 70 percent of mobile searchers take action within one hour. Did you know that the two most common actions after a mobile search are a phone call and a map look-up? Yep, true story.”

If possible create a mobile-friendly website since they tend to provide a better user experience. If your website is not mobile-friendly, at minimum include your phone number for calls and texts in a visible location on the home page. If you don’t have a website, no problem. Generate online connections by signing up for a free online business profile on websites such as Yelp.com or Yellowpages.com.

5. Referrals make the best connections. By following our simple steps and providing realistic expectations, this will help ensure a great customer experience. If you do that, 9 times out of 10, they’ll refer you to a friend.

Above all, remember that leads and connections equal money. And money is good, so answer those calls!

*Also check out our new post about Rethinking Leads in a Changing World!!

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