Lead Response Automation has been the crux of holding the B2B Business Lead Generation together. Unlearn the diagnosis of Intent data through the article below

Organizations often lose out on highly interested leads because their manual lead response system was either too slow to respond or didn’t follow the right path and the right person to be qualified. The attention span and interest time of the potential customers are always going to be limited, but with accurate and real-time responses, the interest can be gauged and the lead can be engaged. Personalization is another facet that is extremely necessary to convert a lead.

Think of it this way, you are at a trade fair, where 4 shops are selling similar products with minor differentiating attributes. All of these products can relieve your pain points, but which one will you choose? It highly depends on how the conversations go with the points of contact of all of these stores. The first one to approach you has the entry advantage, but if it fails to respond to your questions as soon as you ask it, you may walk away.  The POC that is able to align its offerings with your needs in the best possible manner and at the right time, cracks the deal.

Similarly, when a lead engages with you digitally, it expects the responses to be apt and immediate, and what better than intelligence tools to automate this process? With automation, businesses can ensure that they do not miss out on a lead because they had archaic manual processes in place of technically advanced solutions.

Let us look at the best ways in which businesses can automate lead responses.

•       Lead Response Management

There are always buyers that have a higher intent of buying over others. These are the buyers that you will need to focus on as soon as the conversation starts. With Lead Response Management, organizations can track the response time and average touches to ensure that the automated system is in the green zone. It can also send alerts in case there are any delays or the leads are beginning to get cold. With a set system of specified days and qualifying times, organizations can get the most out of their outreach efforts with the analysis of active time and engagement speed. This way they can be top on qualifying the leads with high intent of buying.

•         Multi-channel messaging

You must have seen this happening in quite a few cases, where you sign up for something on a website and receive messages from them on more than one channel of communication. Let’s say your lead starts a conversation and your automated solution sends out a response. Now, the system detects that there has been no activity for over 5 minutes. So, it will then send out a reminder to the lead on a different channel and maybe even share relevant content that will be of help in smoothing out the decision-making process. This way, you can ensure that your message reaches the lead and doesn’t get missed at any given point in time.

•       Lead Assignment/Matching

Automation can generate and nurture the leads for you in the best way possible, but the final hammer on the nail is always by the Sales team. Identifying where the lead is in the sales funnel can be tricky, but not for an intelligence tool. These tools are designed in a way that can efficiently identify the position of the lead and accordingly match and assign it to the sales team. This way, mature leads reach their final destination in an extremely streamlined manner, whereas pre-mature leads are churned and nurtured further until they qualify to be matched with the team.

Managing lead responses can be quite a task, in terms of the strategies, analysis, and resources. But, failure to do it effectively can result in an increase in the opportunity costs. Automation and tech are well-equipped to reform these processes in order to make them neater and more seamless. So, adopting them is not only the right thing to do but also one of the best ways to communicate that you respect the time and preferences of your prospects more than others in the market, giving you a competitive advantage.