If you are a business to business (B2B) marketer, the chances are you have read Google’s research on micro-moments. You optimized your content for I-want-to-know moments. But are your salespeople arriving quickly enough when prospects want to talk to a human? This article is about closing time gaps between I-want-to-know and I-wanna-talk-to-a-human moments so you can convert more leads from your website.
Imagine 10 prospects are on your website right now. Each is typing her name, email, phone number and clicking ‘Contact me.’
Then what? iPhones will ding! Colleagues will knock on doors. By the end of the first hour, your sales people will people dial. And 9 out of the 10 prospects will hit ‘reject call’ according to this study from InsideSales.com.
I have a term for this; I call it lead decay.
Lead decay operates in the time gaps between I-want-to-know and I-wanna-talk-to-a-human moments. If you could close these time gaps, you could have a major opportunity to stop lead decay and grow sales. That is what a chatbot can do; this article shows you how.
How a B2B chatbot helps a real human
Step with me into a parallel universe –
You work in marketing for SureCourse Business Solutions, and I am a project manager in the marketing department for a bank in Dallas. Here is how your chatbot helps my bank become a customer:
Back in April 2009, I worked in B2B telephone sales. I found that this email tag line – when combined with a voicemail – would average a 23% response rate on the first call… on a COLD CALL. 