As digital advertising overtakes TV in spending, a surge of potential customers is arriving at online businesses. Yet, with this digital boom comes a notable challenge: responding effectively to online leads.
Ever experienced the silence after expressing interest on a website? You're not alone. A staggering 65% of law firms lack a system to nurture these leads.
The issue is widespread in all industries: 44% of salespeople or intake specialists abandon follow-up after a single attempt. This is a significant oversight, considering companies that diligently nurture leads enjoy 47% higher profit margins. Customers value prompt responses over low prices.
Why do companies fail at this? A recent survey of 800 salespeople and 500 companies revealed common excuses: too many leads to handle, leads going cold, and a lack of organized follow-up processes.
The true culprit? A lack of commitment. If your organizational culture accepts poor follow-up, and intake teams aren't trained in effective communication strategies, opportunities are lost.
Here's the silver lining: This problem is your chance to excel. Follow these three steps to turn it around:
If leads still don't convert, devise a precise 12-month follow-up strategy. Persistence is key.
Stop the struggle. Stand out from your competition by building a robust follow-up system as a core part of your firm's culture. It's follow-up or fade away.