Why You Should Pay Attention to Your Lead Response Times

May 15, 2018 | Marija Sekularac

How quickly do you respond to web-generated leads? A day later? Maybe a week?

It’s tempting to let the response time slide in favor of hotter or more urgent leads. After all, they already expressed interest by filling out a form, right? So they should still be interested by the time you get around to contacting them. However, “more than half of B2B companies still aren’t following up with leads-at all.

Insidesales.com conducted a study on web-generated leads and how to get optimal contact and qualification rates. Lead response time was by far the biggest and most surprising factor in a sales team’s success.

Why 5 minutes is the cut-off for lead response time

According to the study, your odds of successfully contacting a lead decrease by over 10 times within the first hour, and the odds of successfully qualifying them decreases by over 6 times within the same time period.

That figure is already shocking enough, but there’s more.

The odds of contacting a lead in 5 minutes versus 30 minutes drops 100 times, and the odds of qualifying a lead in the same situation drops 21 times. That 25-minute gap makes an incredible difference in your chances of converting a lead.

It all boils down to the speed of response. 90% of all companies didn’t respond in under five minutes. But just wanting to isn’t enough. You have to put the right people, processes, and tools in place if you want to perform at that high a level.

What you need to respond to leads in under 5 minutes

You’ll never be able to respond to web-generated leads effectively if you don’t have enough of the right people in place. Assess your team’s size and workload. Are they able to drop whatever it is they’re doing or have enough time between calls to respond to a web lead? If not, you may have to expand your team.

Also, take a look at the process for handling web-generated leads. Who receives them? How does the team know there is a lead in the first place? You want a process that has as few bottlenecks as possible so that the lead can flow smoothly from form to agent.

Let’s also talk about technology. There are many tools available that help sales reps respond promptly to web-generated leads by automating emails. When your business relies on calls (and should since calls convert higher), Retreaver’s Live Agent Call Initiation closes the response gap to less than 1 min. When your web lead enters their phone number and submits a form this initiates a call to your team of agents. When one is available and answers, they are prompted that a lead has submitted the form, and what their name is, and then connected to the visitor using their provided phone number. The only thing your agent needs to do is pick up the phone.

The studies show 5 minutes is the critical timing, and that may sound intimidating, but it’s very much possible—even easy—if you have the right tools in place.

Contact us if you’re interested in knowing more about Live Agent Call Initiation.

Introducing the New Retreaver Integration for HubSpot! What It Means for Your Business

February 1, 2018 | Marija Sekularac

Retreaver has recently announced an exciting new integration for HubSpot, a leading CRM platform used by 37,000 customers in 90 countries around the world for one sole purpose: learn more about their customer journey. With the rising importance of phone calls (contrary to belief – see article), businesses need a reliable call tracking and data collection service. The new Retreaver Integration for HubSpot is an exciting evolution for this realm. So what does it deliver for the customers and users on HubSpot?

Track Calls Regardless of Source

Setting up fresh campaigns with Retreaver Integration for HubSpot is easy. It enables marketers to track all calls to a specific number regardless of the original source. New campaigns are configured and named within the platform. The phone number of the agent that should answer each call is added and tracking numbers are assigned. That individual number, and source, are now ready to use in marketing content. Unlimited data tags and attributes are also tracked, including landing page URLs. In this way, marketers can track calls from Google Adwords, Facebook Ads, and other marketing content. Retreaver makes it easier than ever to track inbound calls and accurately attribute call-based conversions to each individual marketing source right through to your HubSpot contacts.

Capture Unlimited Caller Data

There is no end in sight to the variety and amount of caller data that marketers can capture with each individual call tracked with the Retreaver Integration for HubSpot. With the new Retreaver Calls Form (or map to an existing form) map a wealth of information in a variety of ways. Each new caller is added as a new contact, their data subsequently collected and analyzed. Data such as last call date, call start time, last visited URL, email, phone number, and caller number will be collected. Giving data driven marketers the ability to better understand the path to purchase for each individual caller.

Shorten the Path to Purchase

Lead forms work in some industries, but phone calls are increasingly valuable to both consumers and businesses alike. With HubSpot and Retreaver integration, users can give consumers the option to skip filling out a lead form and make a direct connection with technology such as click-to-call features. HubSpot allows users to setup personalized interactions for each user, triggering the perfect follow-up step automatically to help lead rates skyrocket. The Retreaver integration provides phone-based interactions which are now part of this same system and easily tracked within HubSpot. Allowing marketers to shorten the path to purchase for each and every consumer interacting with marketing content.

Manage Multiple Portals at Once

When the Retreaver integration for HubSpot is set up, the accounts work together and collect data on phone calls. Whether you have one or multiple portals, you will be able to manage all of them seamlessly through one interface. As a result, users can manage multiple companies, from direct clients and brands to sub-divisions.

HubSpot and Retreaver are a natural combination in the digital age. Phone calls have long been a blind spot for many companies. Now that information can be seamlessly and instantaneously routed to agents to close the gap between digital marketing content and phone-based conversions. Agents can react in real-time, workflow will improve, and actions can be automated to trigger instantly.

Learn more at: try.retreaver.com/solutions/hubspot and take advantage of our special launch package until April 15, 2018: try.retreaver.com/solutions/hubspot/launchpackage