You’ve put a lot of work into attracting potential customers to your site, how you manage those prospects after they convert to leads will determine if that time was well spent. Purchase decisions take time. KISSmetric, recently published an amazing infographic which indicated that when it comes to qualified leads, more than 73% are NOT sales-ready on the day that they first convert on your website.
Most purchase decisions are made over time and after a great deal of research. Lead management is a strategy when combined with a specific set of tools, that can help guide your leads from their first interaction with your company to the point of purchase and beyond.
In order to be a truly effective inbound marketer, you'll need to continue talking to, sharing content with, and engaging those leads who may be stuck in the middle of your funnel -- caught between their first conversion and a sales call.