Post on 14-Apr-2017
The Lead Generation SeesawThe battle between quantity vs quality in lead generation and the 1 thing that can fix it.
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Here’s the problem.
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Lead generation is like a seesaw; quantity on one side, quality on the other.
Every time you go up on one side, you go down on the other.
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You need a high quantity of leads…
Because more leads mean more revenue.
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...and they have to be high quality.
Because low quality leads waste valuable resources.
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Thing is, getting the balance between quantity and quality is
becoming a real pain. And it’s not just one challenge that’s causing this
headache (there’s three, sorry).
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Challenge 1 Traffic generation is getting harder.
And a whole lot more expensive.
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The age old thinking of ‘keep throwing more coal on the fire’ isn’t sustainable.
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Traffic generation is increasingly competitive, costly and time consuming.
Search engines and social media are all becoming pay-to-play so every day you need to throw the cash to keep that traffic coming.
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All in all, the same quantity of leads now
comes at a higher cost.
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Challenge 2 Buyers are reaching out at a later stage.
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Buyers complete 57% of the purchase process before making direct contact.
They’re acting like buying is their own decision or something!
Oh wait...
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You can’t speak to buyers as they
research.
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You can see what they are doing on your site, but you don’t know the ‘why’. You’re in the dark and unable to qualify them as leads until they reach out to you.
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(if they reach out to you…)
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Challenge 3 Your forms are killing your ability to better qualify your leads.
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Increasing form fields from 3 to 4 decreases conversion by 50%.
So if you want to get a better qualified lead, you’re going to have to suck up lowering your quantity of leads.
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So what’s the big deal?
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The majority of buyers do the majority of their research through digital.
but...
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It’s only getting harder to balance your
quantity vs quality seesaw.
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So what can you do to solve the problem?
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So what can you do to solve the problem?
How can you increase your quantity of quality leads?
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So what can you do to solve the problem?
How can you increase your quantity of quality leads?
Whilst being a pro at building a relationship with your prospects?
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Live chat
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Live chatDon’t close the slideshare yet. We’re not mad.
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Yep, that little widget can solve all of the issues we’ve talked about.And bring human connection back into digital software world.
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So how come live chat’s so gosh darn magical when it comes
to balancing the seesaw?
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How can that little box be your secret weapon in boosting your
lead quantity and quality?
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This is how...
1Stop losing leads
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You’re putting time and effort pumping traffic into your site but on average, only 2% of visitors become leads. What happened to the other 98%? They’re not behind the cushions. We checked.
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Your buyers keep hitting barriers.
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The biggest barrier is finding confidence to take the next steps.
Without confidence, buyers can’t become leads.
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Live chat is about being there for your visitors. The ability to connect with a person instantly. The ability to build confidence for the next steps.
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Which means a higher quantity of leads.
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In fact, up to 50% more leads from your
existing traffic
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2Cut through
competitor noise
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Live chat allows you to connect with buyers before they reach sales. You can build relationships with buyers before your competitors have even had a chance to speak with them.
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So don’t wait for buyers to reach out at a later stage. Be there for the buyer instantly, when they need you. And hey presto, a higher quantity of leads. (And they’re leads that actually like you!)
Which brings us nicely to lead quality...
3Convert quality leads
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Live chat allows you to engage with the
right people, not just more people.
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Interested buyers don’t always become leads, even if they really do want to buy.
Imagine using your website data to find out which of your visitors are interested buyers.
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Buyers that fit your criteria of a quality
lead...
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Then somehow talking to them before they leave. So that you can help them convert.
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That would be pretty amazing. That would mean a higher quantity of high quality leads.
(Psst, you can do that with live chat.)
4Get more information
upfront
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A form is a one way street.
You want more of their information so they have to endure filling it in.
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With live chat, you’re in a two way
conversation, with real people.
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Those key qualifying questions you want to know? You can ask them upfront whilst helping the prospect forwards.
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So if you want a higher quantity of leads (i.e. more revenue) and a higher quality of leads (i.e. leads you can actually convert)...
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Allow us to reintroduce you
to Live Chat.
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Not another service channel for
you to manage.
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But a platform for real conversations with
your future customers.
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Real conversations that build relationships
and trust.
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Real conversations that convert a higher quantity of quality
leads.
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You won’t have to choose between quantity and quality again.
Why keep choosing between quantity and quality when you can have both?
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Stop leaking traffic.
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Stop leaking traffic.
Engage relevant website visitors and convert quality leads.
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Stop leaking traffic.
Engage relevant website visitors and convert quality leads.
Start chatting.
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Stop leaking traffic.
Engage relevant website visitors and convert quality leads.
Start chatting. Now.
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What are you waiting for?Get me more quality leads