It’s one thing to generate leads, it’s another to qualify them. In this guest post by Aaron Wittersheim, he shares his thoughts on lead validation … what it is and how it can help you make more sales.
When you’re trying to optimize your lead generation campaign there is one way to make sure you are dotting every “i” and crossing every “t” — through a process called lead validation.
According to the extensive data behind “The Importance of Lead Validation” study, half of a company’s website conversions are not sales leads. Conversions from sales solicitations, job applications, spam or auto dialers can cloud your conversion data and cause you to overestimate results. Separating non-leads from your solid sales leads will aid you in identifying the elements in your campaign that are working and the ones that are not.
Another eye-opening discovery in the study is that 85 percent of sales leads convert on the first visit to the company website. After that your chance of converting those leads drops significantly:
- Second Visit: 10 Percent
- Third Visit: 3 Percent
- Fourth Visit: 1 Percent
- Fifth Visit or Greater: 1 Percent
So, it is critical that you’re putting your best foot forward when visitors arrive at your site. More on the importance of lead validation in the presentation below: