Marketing & Sales Blog

Lead Generation and Conversion Rate Optimization: Strategies, Best Practices & Examples

Author: Sergey Butko

Сold calling in conservative industries and narrow niches remain one of the best ways to find new customers. For the last 10 years cold calling has lost it’s place among rating of popular promotion tools. However, it remains an extremely profitable form of marketing, when it is correctly configured. Cold calling doesn’t hurt if it is managed properly.

These cold calling statistics reflect uncomfortable truths, which the sales teams are dealing with every day. Due to these mistakes your company might be losing hours of performance and money.

Anyway, we believe in cold calling magic, and we offer some solutions that make cold calling a warm introduction to some great collaboration.  So, don’t consider these statistics as the final verdict. Instead, let it inspire you with a new sales exploits.


If you call the lead in the first 5 minutes after they have filled the web form, they will be 100 times more likely to get on the phone.

Try to monitor the activity of the web forms of your potential customers, and you will be rewarded for your speed and attention.


37% responded to their lead within an hour, and 16% responded within one to 24 hours, 24% took more than 24 hours—and 23% of the companies never responded at all. The average response time, among companies that responded within 30 days, was 42 hours.”

Quick response is one of the rules of successful sales call. It is not surprising that a quick and timely response gives the best results. No one likes to wait when looking for an answer to your request or some kind of service.

 

42% of sellers think that they do not have enough information before making a call.

There is one very important point, determining cold calling: you should be prepared for every call. Before dialing the number the your should know:

  1. To whom are you calling (surname, name, position);
  2. What are you trying to achieve ( interest, arrangement, meeting or sale);

Such a mini-plan (preparing for each call), takes about 3 minutes.


79% of sales teams currently use or are planning to use on sales analytics technology.

Intelligent sales software can collect data and analyze it to identify patterns that help managers and sellers to improve their productivity. Also, it can help them use the "cold calling methods" which pretty work and create a good experience.

 

About 70% of buyers say that sales managers are often not prepared for the issues that arise during the conversation. They use the script or only present one proposal, in contradistinction to  managers who are ready for a personal meeting, presentations and detailed answers to any questions.

The technique of cold calling comes with experience. It is important to study all aspects of communication in the telephone mode. Also, it is necessary to know the options for answering the interlocutor in advance , possible objections, to be able to interest the client. Knowing the scheme of cold calling thoroughly helps to become a professional in this field and increases the profitability of company.


On average, sales managers make no more than 2 attempts to get a lead through cold calls.

The realities of modern information space, sociality and interactivity do not correspond to this approach. Interaction with the target audience should be built through many channels: websites, e-mail distribution, social networks, advertising in profile magazines, personal meeting, individual commercial proposal, etc.


Monday is the best day to call, followed by Tuesday and Thursday between 8 a.m. to 10 a.m. The worst times to cold call are 11:00am and 2:00pm. Does it apply to your strategy?


92% of salespeople give up after four “no’s”, but 80% of prospects say “no” four times before they say “yes”.

There is a rule: "Use failure as an invitation to ask questions."

Do you think client needs more information? Maybe yes, maybe not. Instead of surrendering immediately without a fight, ask clarifying questions about the reason for the refusal and then use your plan with answers to the received  objections.

 

44% of salespeople give up after one follow-up call.

On average, it takes 8 follow-up calls to reach a prospect. Knowing how to follow up properly will increase your chances of achieving a prospect  and successfully fix an appointment with clients.

 

Could you share your interesting statistics with us?

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Sergey Butko

Sergey Butko

Co-founder and Chief Marketing Officer at CallPage. Has over five years of experience in marketing. He deals with generating leads and conversion on a daily basis. He has gained experience working in a consulting firm and designing websites after his working hours. He is passionate about conversion rate optimization and lead generation strategies.



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