Bay Area Inbound Marketing Blog

Inbound Leads More Likely to Become Customers, Bay Area Inbound in SF

Posted by Laurie Monahan on Sat, Mar 03, 2012 @ 11:39 AM

In addition to having a 61%  lower average Cost-Per-Lead, inbound leads appear more likely to become customers.

Among a sample of 150 businesses using closed-loop marketing analytics, HubSpot analyzed the median lead-to-close rate of each business by lead source. Among those lead sources:

  • Leads via SEO were more than seven times more likely to close than outbound-sourced leads (15% vs. 2%).
  • Leads via inbound links (or referrals) were nearly five times more likely to become customers than outbound leads (9% vs. 2%).

Social Media, Blogs Generate Real Customers

Social media and company blogs appear to be helping companies generate leads that result in customers:

  • 62% have acquired a customer via LinkedIn, up from 57% one year earlier.
  • 57% have acquired a customer from their blog, the same proportion reported in last year's study.
  • 52% have acquired a customer lead via Facebook, up from 48% a year earlier.
  • 44% have acquired a customer via Twitter, up from 42%.

Interestingly, the frequency of blog posts appears to correlate positively with new customers acquired:

  • 92% of companies that publish a blog multiple times per day have acquired a customer from their blog.
  • 66% of companies that publish a blog weekly have acquired a customer from their blog.
  • 43% of companies that publish a blog less than monthly have acquired a customer via blog.

Lead to Customer Close % resized 600


Sources: Hubspot 2012 State of Marketing Report


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Topics: lead generation consultants, average cost per lead, Lead Generation Consultants in SF, Lead Generation, Inbound vs. Outbound