Why Lead Response Time is a Critical Factor in Converting B2B Leads

Why Lead Response Time is a Critical Factor in Converting B2B Leads

The B2B world can be incredibly competitive, especially when traditional advertising methods used in the B2C world aren’t effective. But one thing you can do to get a leg up on your competition is to improve your lead response time. Here’s why lead response time is a critical factor in the realm of B2B lead conversion.

What is lead response time?

Lead response time is the amount it takes to respond to a lead after they reach out to your company. In the context of digital marketing, this refers to the time it takes to respond to a lead after they complete an online form. The average lead response time for B2B companies, per Hubspot, was 42 hours, and many companies never responded at all.

Why does lead response time matter?

Lead quality degrades over time. If you don’t respond to your leads, they grow cold and lose interest, either because they’ve moved on to other companies, or they simply move on to their other responsibilities. In fact, the sooner you can respond to your leads, the better.

Why is this? Well, the internet has changed buyer behavior. Customers are doing significant online research about the products and services they’re interested in, all without ever talking to another person. So when potential buyers do reach out, it’s usually when they’re very close to the purchase stage of their buyer’s journey. And that’s the best time to reach them—when they’re interested in and ready to talk to a salesperson.

In addition to when you respond to your leads, how matters too, and how often. Are your reaching out via email or phone? You should probably be doing both. And you shouldn’t give up after one attempt. Doing this helps you to establish a relationship with your lead, nurturing them into a prospect and then a customer.

How do you improve your company’s lead response time?

The first thing you should do is test that response time, and determine how far away your company is from a quick response. Once you’ve done that, you can set in place email automation to send email to leads immediately after they convert by completing a form on your website or landing page. Email automation can also help you follow up with leads at regular intervals to keep your company top of mind.

If you’re ready to improve your lead response time and convert more leads, it’s time to get in touch with Evenbound. We have expertise on the content strategies that will increase visitors, conversions, and leads from your digital content, as well as email marketing and lead segmentation strategies to reduce lead response time and give you the greatest ROI for your digital marketing efforts.

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Why Inbound Marketers are the Right Choice for B2B Manufacturers

Why Inbound Marketers are the Right Choice for B2B Manufacturers

Inbound marketing is one of the buzzwords in the marketing community, but to B2B manufacturers, who historically haven’t invested much in marketing, it’s unfamiliar. Inbound marketing is the new way to reach customers, and unlike traditional methods of advertising like print ads and TV commercials, it’s not just for B2Cs. Inbound techniques attract buyers who want, need, or are interested in your offerings to you when they want information about your products or services or are ready to make a purchase. Like the way that sounds? Then you need to hire an inbound marketing company.

What Do Inbound Marketers Do?

The goal of inbound marketing is to bring clients to you, bring them inbound, rather than having to reach out to them with outbound, interruptive marketing like traditional ads. So a large component of what inbound marketers do is create content that will attract clients to you, and most of this is online. First, they determine who your ideal client types are and what needs, questions, and concerns those ideal clients have. Next, they create a variety of types of content that address those needs, from your website page content to downloadable ebooks to blog articles to emails. Then, inbound marketers set to work promoting that content so that those potential customers can find it.

Why Do You Need an Inbound Marketing Company?

Short answer: because you’re experts in what you do, and they’re experts in what they do. Inbound and digital marketing is a complex field that is constantly changing, and if you’re not an expert marketer, there are a lot of ways you can go wrong and a lot of opportunities that you can miss out on. Inbound marketing is all these companies do, and they’re very good at it. They hire skilled content writers, web designers, search experts, and social media strategists who know exactly how to target the buyers and companies you want as customers. Have you seen how engineers write? Do you think prospects will want to read that? Yeah, we don’t either.

How Do You Choose the Right Company?

A good inbound marketing agency is going to practice what they preach and have a good online presence with strong content (*cough* humblebrag *cough*). They’ll have a history of working with B2Bs and industrial manufacturers, so they’ll speak your language, and they’ll also have case studies with hard numbers that prove how effective their marketing strategies are.

If you’re ready to take advantage of inbound marketing and the digital space, you need to contact a digital marketing agency, and we think it should be Evenbound. We’ve successfully helped B2Bs improve their websites, use paid search and PPC ads, increase website traffic, and, most importantly, bring in new leads and prospects. Get in touch to find out how we can do that for your company. Still want to know more about inbound marketing? Check out the case study below to see how inbound marketing and HubSpot helped this manufacturer get ahead of the competition:

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