Inforgraphic On Poor Lead Follow-up
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Transcript of Inforgraphic On Poor Lead Follow-up
1 out of 3 companies don’t respond
to lead inquiries
Only 1 out of 216companies earned an A grade
in all four categories
Ps
Download the full report at www.conversica.com/lead-follow-up-report
Findings from Conversica’s 2015 Sales Effectiveness ReportLEADThe Problem with
FOLLOW-UP4To gauge the current state of lead follow-up in various industries, we secret shopped 311 companies and graded their follow-up in four key categories. How would you stack up? Ps
PROMPTNESS8%
5-MinuteResponse Time
AVERAGERESPONSETIME52
HOURS
Only 8% met 5-minute response time best practice
PERSISTENCEB
A
53%ContactAttempts
1-2
BestPractice
8+@
More than half the companies made contact no more than 2 times before giving up
137x
PERSONALIZATION
Likelihood ofBeing Read
137x with Full Personalization
30%Zero Personalization
30% of companies did not personalize their communications in any way, even though doing so would increase the likelihood of their email responses being read
of companies received a C or lower gradecompared to best practices65%
20%
60%
50%
40%
30%
10%
0%
A B C D
3%
56%
9%
32%
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The worst email responses were impersonal
PERFORMANCEPoor deliverabilty correlated highly with lack of personalization
90% of companies did well on deliverability
20%
60%
50%
40%
30%
10%
0%
A B C D
Portrait of an undeliverable email:The characteristics of an email bound for the spam folder are easy to recognize. Large graphics and abundant links were the most common problems.
43%48%
8% 2%