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Call us to request a demo of our integrated lead management and sales force automation system.

Call us at 800.735.3237

Squeeze waste out of your sales process.

Shrink your sales cycle.

Convert more leads into customers.

Now is the time to implement a lead management system with an integrated sales force automation.

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800.735.3237

Nuturing Increases Sales

Study Reveals How Many Nurturing Touches Are Enough
Marketers know that nurturing a prospective customer leads to higher conversions of prospects into customers. But marketers have wondered, “What is the optimal number of times a prospect must be touched with communications before they buy?”

A study released today by SmartLead reveals that two is the optimal number of times to communicate with a prospect. After two touches marketers reach the point of diminishing returns.

The study shows that communicating with prospects just once converted 32.4% more prospects than no nurturing at all. (How much revenue could you produce with a 32.4% increase in conversions?)

Compared to only one touch, two nurturing communications boosted conversion rates another 16.6%. Two touches were far more powerful than no touch at all, producing 54.2% more conversions than no nurturing at all.

If two nurturing communications were good would three or more touches exponentially increase sales? No. The study shows that using more than two nurturing communications does not significantly raise conversions. When compared to using two nurturing touches, adding a third touch generated less than a ¼ percent increase in buyers.

It’s downhill from there. Compared to three communications, four touches reduced conversions nearly 10%. Weighed against three touches, using five touches produced nearly 40% fewer conversions.

For complete details, download a full copy of the case study, which includes an illustrative chart. Call us at 800.735.3237 to implement or improve your nurturing program.

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Lead Qualification and Structured Nurturing Increased “Good Leads” 60%
In these times it’s important to produce revenue by squeezing the waste out of every lead you generate. Increase the number of qualified leads distributed to your sales channels -- the leads your sales teams call “the good leads.”

Here’s how SmartLead helped a client boost “good leads” by 60% through an improved qualification process and a structured nurturing program. The international mobile computing manufacturer with multiple product lines has 750 distributors and sales partners. The sales people reported that many of the leads sent to them were “bad.”

SmartLead instituted one consistent lead qualification process for all of the manufacturer’s product lines and sales channels. SmartLead streamlined qualification questions and ranking criteria, improved inquiry data capture during inbound calls and trade shows, and introduced a structured lead nurturing program.

The new nurturing program incorporated integrated marketing techniques to contact prospects at regular intervals through email and telephone, both executed by SmartLead.

Learn more about this program. Call us at 800.735.3237 to see how your qualification and nurturing programs can increase the number of “good leads” sent to your sales team.