Category: Lead generation

Speed is the key to converting online sales leads

Previously, over on our LinkedIn page, we have discussed with our followers why we promise that the vendors in our network will respond to our users’ request for quote within 24 (business) hours.  Put simply, the immediateness of follow-up is essential not only in terms of providing a superior user experience, it is absolutely necessary in terms of successful conversion.  As a business centred on meeting the needs of our users in a more efficient manner, we are committed to securing successful outcomes for all who use CQA‘s services – both end users and vendors, alike.  As such, our key promise of a 24 hour response time is not a arbitrary metric.  

Studies show that the average company takes 44 hours to respond to a lead generated online, with 55% of companies not responding at all.  When you consider that the same study shows that the best time to respond to these same leads is within the first 5 minutes of its receipt, it is indeed shocking that businesses are so lax in their approach to online leads.  Is it then any wonder that businesses today find it harder to market and acquire new customers?  Their own processes are letting them down. By the time the average business gets around to responding to a potential customer actively asking for their help, that customer has already taken their business elsewhere.

International sales expert, Grant Cardone advises “The faster [a business] can respond, the better chance of converting… The first company that follows up gets 50 percent of the business.”  And the key to increasing your speed in following up with leads?  “Utilise every communication tool you have available. Don’t just rely on phone calls. Email. Text. Send smoke signals and carrier pigeons if you have to.  In fact, Cardone advises, “if you have the data to text a client within the first five minutes of contact, your chances of conversion go up almost 300 times.”

The evidence is clear:  everyone’s needs in the buying cycle are met far more effectively and efficiently when the business that receives an online sales lead is swift to follow-up.  

Need leads for your business? Sign up with CQA today and get one month of leads for free!

Corporate Quotes Australia works for both buyers and sellers (vendors) in the B2B marketplace: where purchasing decisions are notoriously complicated with long lead-times.  Our approach focuses on the needs of the buyer as the basis for all we do.  This approach ensures we help to empower both ends of the sales cycle in achieving optimal outcomes for all parties.  Through pioneering a needs-based approach to B2B purchasing, we assist buyers in self-qualifying their exact needs and then go to work with pairing them to vendors who are not jsut equipped, but also readily available to meet those self-qualified needs at the buyer’s pre-designated time of purchase.

When we are able to create a match between buyer and vendor, we call this a “lead”.  At CQA, our definition of “lead” is decidedly skewed towards the Sales view of “lead” which tends to define the term by the establishment of interest in purchasing a particular product / service / solution.  NB:  there exists, also, the marketing view of “lead”, which tends to define “lead” as anyone who might have exhibited any, some or all qualities related to an interest in purchasing.   Rightly, marketing professionals believe a “lead” is a prospect that demonstrates desired attributes that often lead to purchase. By no means is this a flawed approach in and of itself.  However, at CQA, our team’s decades of experience across both marketing and sales in the Australian B2B space has proven to us that aligning with the Sales definition of “lead” will produce more efficient and tangible results for all parties.

As a vendor with CQA, you are assured of being connected to genuine in-market buyers within your industry.  We are dedicated to improving your sales cycle by topping up your pipeline with our genuine, quality leads.  Our  lead-generation service model for vendors is a low-risk, pay-for-performance (P4P) marketing option unique in Australian B2B landscape today.  Unsure of what P4P marketing is all about?  Pay For Performance (P4P) marketing means you don’t pay CQA anything to market your services as part of our exclusive vendor network until we deliver you an actual lead.  CQA is paid only when a new lead is passed on to you, the vendor.  No lead?  No costs to you (and no remuneration for us).  In the P4P model, the onus is on us to effectively attract, nurture and engage in-market buyers in such a compelling way that they will convert into the genuine leads we promise to deliver to you if we desire to receive payment for our services.  This means your success IS our success.

Whilst we will never stand in the way of you working your own brand of sales magic, we do require that you commit to responding to the leads we deliver you within 24 business hours to not only maintain user satisfaction, but also to ensure your greatest chance of closing.  (Research from Forbes and Harvard Business Review shows that companies waste 71% of leads generated online by taking more than 46 hours to make contact.)

To celebrate the launch of our B2B marketplace, we are pleased to offer new vendors one month* of leads for free when you sign-up to our network.  We don’t place restrictions on the number of leads you are eligible to receive, and we work with you identify where you are looking to receive a boost to your sales pipeline.  Contact us today claim your free month and discuss joining our exclusive network of vendors!

*Terms & Conditions:  Free month of leads delivered at end of standard, 12-month contract period.  Free month calculated as average number of leads generated across the contract period.   Free month offer is available to new vendors not previously contracted with CQA.  Additional terms and conditions may apply, for complete details please contact us today.