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Your business or startup may have many leads coming in through various sources, but are you doing enough to convert them into customers?
Aggregators, affiliates, social media, PPC, referrals, or organic, there are multiple sources out there that can provide you with relevant leads. But, even after having these leads, have you ever wondered why most of your leads slip away and fail to convert?
Here are 6 reasons why your leads may not be converting!
1. Your sales team is overwhelmed
Ever wondered if your sales experts are getting overwhelmed by the bundles of leads falling into your CRM every day? Your agents might be swamped with leads but don’t know which ones to focus on. This can generate low productivity and poor lead follow-up, resulting in lots of leads falling through your system.
What should you do in a situation like this? Well, this is where a sales outsourcing partner like SquadIQ can help.
SquadIQ is India’s largest on-demand platform for sales and fulfillment outsourcing. We tackle each segment of your sales funnel, from lead qualification to follow-ups, closures, and onboarding.
With 3k+ highly-trained sales experts SquadIQ helps you tackle end-to-end sales for high-ticket size B2C industries like Fintech, Edtech, D2C ECommerce etc. .
Want to know more? Book a demo now!
2. You have poor speed-to-lead
Poor speed-to-lead or high turnaround time (TAT) is one of the main reasons connectivity rates drop. Contacting your lead within just a few minutes of them dropping in your lead pool will be a game-changer for your business. Remember, most customers work with the first sales expert that contacts them, not the best.
According to a study by InsideSales.com, reaching consumers within the first 5 mins of contact can help boost 35-50% of sales. “According to LeadSimple, calls received within five minutes are more likely to lead to real conversations.” Whereas if you make contact even at the 6th minute your lead is 10% less likely to respond.
As a team leader, do you constantly check your connectivity metrics to track your speed to lead? Do you know your team’s average speed to lead and what you can do to improve it? If your answers to these questions are – no or not really, you should start looking at ways to track and improve these metrics.
3. Not having a nurture and follow up strategy
Nurturing your leads is essential because – sales thrives on good customer service. The more value you give to your prospects, the more likely they are to work with you. Sharing market reports, suitable offers, and even small efforts like automating birthday/festival greetings work wonders.
Having a nurture strategy to stay connected and on top of your leads’ minds will boost your long-term conversion goals and increase your brand awareness.
Remarketing and retargeting also help greatly. Targeting leads that have previously shown interest, worked with you before, visited your website, clicked on your ads, or read your emails, etc can be a great source of business. It works because people are 10x more likely to click on ads/emails or any content that they have seen before. These leads have previously shown interest in your brand; hence their knowledge about your business is more, and the intent to purchase your products/services will be high.
Moreover, remarketing strategies will only work if you have a great follow-up system in place. Are you constantly on top of how your sales team is reaching out to potential customers? Do you know how many follow-ups it takes for a sales expert to get a positive response? Which channels work best for a particular type of lead? Do you have a connectivity plan in mind – that is tried and tested – which quickly converts leads into hot or warm leads?
If you don’t have the answer to any of these questions, book a demo with SquadIQ now to see how we use AI-driven omnichannel outreach to convert more leads for you.
4. Treating all lead sources in an identical way
No two lead sources can be approached in the same way. Yes, you read that right. Did you know that different lead sources need to have different action plans?
There are various sources from where you can get your leads – Aggregators, affiliates, PPC, social media, referrals, organic, etc. But the way you take these leads towards conversion will differ. Ask yourself, am I treating all lead sources the same way? Have I estimated the conversion rate & sales cycle for all my lead sources to create action plans accordingly?
Leads from each source come in with a different level of motivation. Rather than going in with the same action plan, focus on getting to know the lead a little bit more.
5. Your lead stages are mixed up
Do not fall into the trap of lazy lead stage updating.
Not updating your lead stages correctly and frequently in your CRM is the most common reason for leads dropping. As a team leader or manager, you need to ask yourself the hard-hitting question – Does my sales team keep my lead stages healthy?
Updating your lead stages is essential, as it not only helps sales experts and your team leader understand where you stand in the lead conversion process but also prevents leads from falling through the cracks.
Labeling your leads, lead segmentation, adding tags, and automating stages, will help you understand where your sales team stands regarding efficiency in lead conversion and will support your team in taking effective action to convert leads into potential customers.
6. Treating leads like data
Sales is about finding insights through data and numbers. With so many heavy processes, we often forget that leads are actually humans, just like you and I. And even though your lead may just be a number in your CRM, treating them like one is detrimental to your business.
Contacting your lead with a mindset to get business done as quickly as possible will not get you anywhere. Rather than going in with a – “How can I convert this lead as quickly as possible?” mindset, have you tried contacting your lead with a – “How can I add value to their life with my service or product?” mindset?
As a sales representative, manager, or business owner, have you invested in getting to know your customer and helping them accordingly? Or have you mechanically gone about your way? There is a massive difference between both, and the latter will always be unsuccessful in the longer run.
So, treat your leads how you would like to be treated.
Here is a quick summary of what we discussed above;
- Stop being so mechanical with your sales. Get to know your customer and their needs before pitching a product or service.
- Not all lead sources are the same, so stop treating them like they are. Have a clear and unique action plan for each lead source.
Updating lead stages in your CRM will keep all miscommunication and confusion away.
- Nurture your leads so that they stick with you in the future. Following up, remarketing, and nurturing is a great strategy to let leads know of your expertise.
- Check your metrics, especially speed to lead. The faster you make contact with your lead, the more likely you are to work with them.
- Keep checking in with your sales team! Burnout is a real thing, and maybe your team is going through the same. Not having the bandwidth to cater to large amounts of leads can cause low productivity, performance, and poor lead follow-up.