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« Emails, Offers, and What Makes Buyers Click | Main | Top Three Obstacles to Marketing Automation Adoption and Usage »

February 24, 2010

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Comments

Chris

Isnt this option only useful if youre overwhelmed with leads? We take the time to follow up on even the most unlikely conversions, because that '1 in 100' chance can always equal money in the bank.

Kim Albee

Chris,

You can certainly follow up with every lead. But if you implement lead scoring, then you can monitor your lead's responses over time, so those that aren't ready to become a customer today, you'll likely know when they are.

It's easy to implement, and it goes back to the 80/20 rule... do you know who your most responsive leads are? And how can you better focus your efforts there.

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