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How to Maximise Your Lead Gen Campaigns

Ross Summers
24 October 2024

In today’s fast-paced digital landscape, lead generation has become a vital component of any successful marketing strategy. As a digital marketing agency, we’ve worked with a wide array of companies looking to drive more leads to their businesses. 

At the heart of successful lead generation is more than just attracting leads—it’s about responding swiftly and strategically.

Our approach in centred in not just bringing leads in but also maximising engagement to drive conversions. The faster and more effectively you connect with potential customers, the better your results will be.

The Speed of Response: The Key to Conversion Success

Advertising online is fiercely competitive, particularly if your lead sources come predominantly from Google. The reality is that prospective customers will visit multiple websites before they make a purchase or engage with your business.

Your ability to act quickly can make all the difference in whether you secure the lead or lose it to a competitor. Let’s break this down further:

An Example of Missed Opportunity: Smith & Partners

A potential client, Sarah, submits a form enquiry on Smith & Partners’ website, seeking help with a custody case. The form submission comes in around 10 AM, but due to a busy morning, the response is delayed until the afternoon. When Sarah is called back around 3 PM, she’s polite but mentions she’s already spoken with another law firm that got back to her sooner. During the call, the legal assistant seems knowledgeable but somewhat rushed, only giving general advice without a clear next step.

Sarah agrees to a follow-up consultation, but the timing feels like an afterthought rather than a priority. She’s left unsure about the firm’s level of commitment and chooses to pursue her case with the competitor who responded faster and seemed more invested.

 

1. Phone Calls

Our detailed analysis of lead generation campaigns shows a concerning trend: on average, 15% of inbound calls remain unanswered. This means missed opportunities to engage with potential customers right when they are most interested.

The most successful companies answer calls promptly, recognising that leaving a lead on hold, or worse, letting it go to voicemail can result in a lost sale.

 

2. Form Submissions

Form submissions are an equally critical channel. If a prospect takes the time to submit an enquiry, they expect a swift response. Ideally, you should aim to contact them within five minutes of receiving the submission, though 30 minutes is still acceptable.

Responding quickly demonstrates that you value their interest and are eager to meet their needs, which can significantly increase the chances of moving the prospect to the next stage of the sales pipeline.

 

3. Phone Etiquette

Once you’ve connected with a lead, how you communicate with them matters just as much as how quickly you respond.

Clear, professional phone etiquette is essential for building trust and rapport. The person answering the call should be knowledgeable, friendly, and able to guide the prospect seamlessly through the conversation.

 

4. Driving Them to the Next Action

Securing a lead is just the beginning. Your next step should be to drive the prospect to take a clear, decisive action—whether that’s booking a meeting, scheduling a demo, or discussing a proposal. Be prepared to offer solutions, answer questions, and make it easy for the lead to move forward in the process.

 

So.. How Should Smith & Partners Deal With The  Lead

If Smith & Partners had a more effective approach, it might have looked like this:

When Sarah submitted her enquiry, an automated email confirmed receipt within minutes, setting an expectation of a prompt follow-up. Within 10 minutes, she received a call from a trained legal assistant who was friendly, warm, and showed genuine interest in her case. The assistant not only clarified Sarah’s needs but also scheduled an immediate consultation with one of the firm’s attorneys.

During the call, the assistant explained what Sarah should prepare for the consultation and assured her that Smith & Partners was committed to helping her navigate the case effectively. This timely, structured, and empathetic approach made Sarah feel valued, giving her confidence to proceed with Smith & Partners instead of contacting another firm.

Conclusion

The most important thing you can do to ensure your lead generation campaigns succeed is to respond quickly and effectively. Whether it’s answering calls or following up on form submissions, speed and professionalism are critical. Coupled with a well-defined sales pipeline, these factors can transform your lead generation efforts into commercial success.

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×
Marketing.
Smarter marketing. Smarketing.
Tailor made.
Data driven. Versatile.
Marketing with style
and substance. Show me more...
×
Video.
Your brand in motion.
Creating the most
engaging and compelling
video since your wedding
tape. It was beautiful.
We’re not crying.
You’re crying. Show me more...
×
Design.
Look like you mean it.
Creating stunning visuals
and innovative designs
outside the box.
Actually, there is no box.
Or is there…? Show me more...
×
Development.
Smart tools. Smart tech.
Delivering digital
masterpieces from
the ground up.
Absolutely no hacking
required. Show me more...