By: SHA:mh

Mike Holland spoke about converting enquiries into sales and told delegates that a company's first point of contact for a potential customer is often what kills a sales lead.

Mike explained: "For a start there's the telephone system. Taking too long to answer a call will see a large proportion of potential customers simply hanging up - and they won't ring back. Installing an automated system for when reception is busy may seem like a good idea - but 54 per cent of consumers say they 'hate' automated systems."

The presentation went on to talk about other barriers to successfully converting enquiries into sales and looked at the importance of 'lead nurturing' - developing a lead from a potential customer who is not yet ready to place an order until the deal can be closed.

To continue reading this article from Smye Holland Associates, click here.