We’re in process of installing a lead management system, and the organization that is helping us with the implementation explained that their system is “email-centric.” If someone hasn’t given you their email, they are not likely perceiving you as a trusted or person they want to freely connecdt with. That seemed to be an interesting premise since more and more people are communicating online.
As more executives perform their research and education in the early stages of a buy-cycle they clearly are spending more time online and if they want to get information from you, they probably will give you their email. So it is interesting then, that our database, having over 300k contacts, only about 1/2 have emails.
When we run reports to see who in the database shows engagement, those with email tend to show the most. So, is the premise true? Would you give your phone number more readily than your email?