It’s a commonly held – and incorrect – belief that if a prospective customer chooses not to buy on their first visit, then that customer is lost forever. This couldn’t be further from the truth; in fact, research by Gartner shows that more than two-thirds (67%) of potential new customers that say “no” to purchasing today will be ready to make that purchase within the next year. Let’s take a quick look at how a business can rely on marketing automation software to handle the follow-up process with these prospects to ensure they are converted when they are ready to buy.
Mistakes and Excuses for Not Following Up
In truth, most businesses do an incredibly poor job at following up with prospective buyers. Salespeople forget, or end up focusing on “warm” leads as a priority, or fall into the belief that prospects will call back and that they shouldn’t be pushy. The challenge is that research indicates that more than 80% of prospects require five or more “touches” or follow-ups before they make a purchase; following up with prospects is obviously critical, and those businesses that leverage marketing automation software platforms to manage their follow-up typically show better results than those that don’t.
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May 10th, 2012
webkriti
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