Thanksgiving is almost here, and most of us have a lot to be thankful for. Friends, family, food… And of course the tools that make our businesses better. And anything that makes our business 33% better is nothing to cluck at!
The Los Angeles Film School, a private college offering career-focused programs in Film, Recording Arts, Music Production, Game Production & Design, Animation & Visual Effects, and
Entertainment Business, saw just such an improvement on one of their key lead management metrics – lead engagement.
The LA Film School believes in a personal touch, so when a hard-earned lead comes in, all first attempts to reach out are made via phone call. In fact sales reps are given a full seven attempts or seven days to make a touch before any automation is introduced. Now ideally this would be an optimal approach, but unfortunately their salespeople, despite having first opportunity, were only making an average of 1.6 touches per lead rather than seven. This resulted in an annual conversion rate of 2-3%, which sales management believed could be improved.
And improve it they did – by that commodious 33% – with one simple change.
What was it? Well I’d be a turkey if I spoiled it for you, but Ben Chaib, their VP of Admissions and Marketing, will be happy to talk you through his pilgrimage of discovery and success. You can choose between a quick read, or a quick watch. But do check it out because by following his lead, you too could be stuffing… your sales funnel with super-qualified leads that is.
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