Lead acquisition is at the heart of BDC success. At least 50% of your leads need to come from your database or CRM. Working Internet leads, especially second and third party Internet leads is a tough way to make a living.
The lead mix, as we call it, is like a recipe for a healthy close rate, ROI and overall BDC effectiveness.
If 50% of your BDC’s leads are second or third party Internet leads then you’re mathematically already defeated.
The graph below shows the impact of the lead mix on the overall effectiveness of the BDC.
Website leads like price quotes, credit applications and trade value request coupled with an equal number of customers at their trade cycle or in an equity position are much higher quality than any other lead.
In the Good mix example the math works with you instead of against you.