How to determine if an enquiry will turn into a sale

It's not often I come across a company that wows me with data that is really helpful to considering how you evaluate and respond to enquiries to your business. Every business wants more leads, better qualified opportunities and customers. 

What if there was a way to know if a lead was a real lead and pre-qualify the opportunity without even having to ask a question. This is what Straight North does. I invited Aaron the COO to share some insights around what their data has found.

Take it away Aaron....

What a day it would be if every website conversion we received was qualified and ready to buy. But as you and I both know, that is not the case.  While you’ve built a site in hopes of bringing in the best leads for your company, according to “The Critical Importance of Lead Validation” study, as many as 50 percent of conversions are not sales leads. So, your funnel could be filled with not sales leads, but rather phone misdials, spam form submissions, sales solicitations, customer service inquiries and who knows what else.

To learn “what else” and clear the fog from your conversion data, implementing a lead validation system is the best way — and the only way. Lead validation separates sales leads from non-sales conversions by reviewing the details of website form submissions and listening to inquiry phone calls.  By validating leads, you will be armed with data to both optimize campaigns and also to properly evaluate campaign ROI.

For more lead generation findings, like the percentage of leads that convert on the first visit, check out the presentation below:

Author

Aaron Wittersheim is Chief Operating Officer at Straight North, an Internet marketing agency. He has helped startups, middle-market firms and Fortune 500 companies improve organizational structure and grow through his expertise in process conception, task automation and internal project management.

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Jermaine Edwards - Your Key Account Growth Guide