We all have this misconception that our sales people need to go through their leads the order in which they receive them. For example, If you have 200 leads in the queue the new ones go to the bottom. Lets try something different. Reverse the order. As the new ones come in, get to them right away! Your success will multiply for closing the leads and conversion rates will soar, especially if you are in an industry where there is a lot of competition. For example, real estate agents, lawyers, inspectors, landscapers, cleaning services, car lots, call centers etc. are all highly competitive industries to name a few. If you don’t respond to a form fill or a call within minutes, you will lose that opportunity as the consumer will go down the list of your competitors until they get a response.
The average speed to a lead is approximately 48 hours depending on the source of statistics and this seems ok years ago when online shopping was barely a “thing”. But according to a Velocify survey you are 391% more likely to close a lead if you respond within a minute of a web form submission. Yes! 391%! By waiting another minute you drop the likelihood of closing that lead by 120%! We are impulsive buyers in the age of ecommerce and when we want something, we want it now, or another shiny red ball will distract us. So as sales people, if we jump on the lead asap (within minutes) we will have a much higher chance of closing that sale than we will if we wait around.
Questions or suggestions? Leave your comments below.
Desirae Haluk is passionate about marketing for startups and small businesses. For the last 15 years she has held marketing executive positions for organizations both large and small. She realizes that her true passion is helping establish, grow and evolve startups and small businesses to make them successful and help achieve their goals.