Is your lead read to be contacted?

August 01, 2016

INTRODUCTION:

BAM! You have someone that submitted a form on your website and you have a new lead. But is it really time to contact them? ... As tempted as you are to contact them you might want to wait. 95 percent of qualified prospects that are on your website are simply doing their own research.

Do you know what life cycle stage are they at? A lead lifecylce stage is like a buyers journey in which the visitor/prospect is awareness, consideration or decision. Prospects go through these stages in every purchasing decison. 

 

Buyers_Journey__Sales_Funnel.png

 

Think if now is the best time to contact them. They might have submitted the form just shy of 5 minutes ago, but now they are carrying on their day and on to the next fire to put out. To figure out a buyers journey ask yourself: Are they a lead, just want some more info, are they ready for a sales person to call and close them, are they a subscriber, or something else? This guide over lead life cycle stages might help you figure out if now is the absolute best time to close the lead. Take these questions into considerationn:

  • What time of day is it?
  • Are they aware of thier situation?
  • Are they considering you and others to buy from?
  • Are they ready to buy?
  • Was the form they submitted something where they just want more info?
  • Did they download something?
  • Was it a "contact me now" type form?

Make sure you provide them with the right information at the right time. Consider setting up lead life cycle stages to help you figure out when is the best time to contact your lead. Tools like HubSpot and LeadIn can help out a lot in this process. 

CTA Sales Gen