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Connecting Takes Time: The Power of Persistence

Connecting Takes Time: The Power of Persistence

After a lead has been qualified, how many times do your sales people reach out to connect with them?  Kissmetrics reports that it takes between 8 to 12 contact attempts to get a 90% contact rate; if you’re trying to contact only half of your leads, your sales team still needs to make at least 6 tries.  Internet leads, including those from social media, are ignored completely nearly three out of four times – an eye opening number when you consider the resources and energy that goes into generating those online leads.

Every business needs to have a clearly identified process to transition qualified leads into satisfied customers. It’s no secret that marketing and sales often operate in separate spheres: for the purposes of increasing your conversion rate, you need to bring the two together and hammer out what happens once leads are gathered. If your sales team isn’t acting on online leads because they believe those leads to be of low-quality, that’s an issue that needs to be addressed.

That being said, increased contact rates are necessary for better conversion rates: figuring out what your team needs to do to make that happen is essential. Kissmetrics adds that if your sales team’s contact-to-close rate remains constant, contacting 3.6 times more leads would result in 3.6 times more sales. Before you can push that point, it’s important to know what your current situation is: how many leads are coming in, how many are contacted, and how many times are they reached? Use those numbers as your beginning benchmarks, and determine a plan to grow performance from there.

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You know I can’t finish a piece like this without mentioning the tech tools that can be used to make this process easier for your team. CRM programs including Salesforce, Oracle and Podio provide powerful tools to track engagement and results: training your team to use these tools can help boost productivity levels and will definitely help you identify areas where your sales force requires additional support.

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Creative Director/Senior Designer

Tom DiGrazia

With over a decade and a half of professional design experience, Tom brings his knowledge of design principles and focus on user experience to every aspect of his contribution to TTG. Paying special attention to each client’s brand, personalized needs and individual interests, he strives to create compelling concepts utilizing intuitive and highly-refined design solutions. In addition to traditional and digital design work and oversight at TTG, Tom also boasts a wide portfolio of web development projects with the company, allowing him to stretch his CSS and HTML skills across multiple platforms and disciplines. He feels that being a designer in the digital landscape of websites, eCommerce solutions, email marketing platforms and social media, it is important to understand the code that goes into these areas as it assists his ability to tailor designs specifically targeted to achieve the best end result and further builds understanding and communication with backend development teams.

In his off hours, Tom is an avid pop culture enthusiast, staying up to date on the latest shows, films, comics and games. He can also typically be found taking part in a whole host of artistic activities that help him further stretch his creative legs. Regardless of the activity, Tom is always accompanied by his dog, Eli, and his cat, Tib.

Design, Photography, Illustration, Digital Imagery Manipulation, Wesbite Development

Photoshop, Illustrator, InDesign, Lightroom, HTML/CSS, Wordpress


Courtney Dumont

As Senior Marketing Strategist & Analyst at Technology Therapy Group, Courtney is energized by the ability to flex both her left and right brain daily. Courtney discovered her passion for Marketing at Bryant University, where she spearheaded research on students’ perceptions of Social Media Marketing for her Honors Capstone Project. After graduating Bryant in 2012, she joined the Technology Therapy team, where she’s honed her skills in social media, search and social advertising, email marketing, SEO, and more.

Since joining the team, Courtney has created digital marketing strategies and managed campaigns for clients across the country, ranging from plastic surgery centers, to jewelry stores, to construction companies. With a cohesive, cross-channel approach and a focus on data-driven decision making, she has increased their leads by up to 217%. But Courtney doesn’t leave her zeal for social media at the office; she also runs a local foodie Instagram account with her husband to document their meals across Rhode Island and beyond. Check them out: @hoppilyfed.

Marketing Strategy, Data Analysis, Google Ads, Facebook Ads, Social Media

Google Analytics, Google Ads, Facebook Ads, Facebook Creator Studio, Instagram, Klaviyo, Mailchimp, Emma Mail, Google Data Studio, WordPress, YouTube, LinkedIn, Facebook, Microsoft Office