Oct 07, 2015 | 4 minute read Is your company working on perfecting their lead response timing? Have they read the Lead Response Management Study? See how using Visual Visitor can help with that!
Let’s start by defining Lead Response Timing… Lead Response Timing is defined as how long it takes to follow up with a lead after that lead has contacted a business either through phone, email, website visit, or form submittal. For the purpose of this post, we will be moving forward with the Lead Response Management Study article and it’s main focus question of When should companies call web-generated leads for optimal contact and qualification ratios?
The result of this study revealed the timeframe when the salesperson had the highest success rate from calling web based leads generated from online communication.
- The best days to call were determined to be Wednesdays and Thursdays.
- The best time to call and make contact with a prospective lead was between 4pm – 6pm.
- The odds of calling to contact a prospective lead decrease by over 10x in the 1st hour. After 20 hours, each attempt at contact actually hurt your ability to make contact.
- The odds of contacting a lead if called within 5 minutes vs if called within 30 minutes actually drops 100 times.
Depending on your type of business, calling might be something that you must do every day, which would make the best day to call not make much sense, but knowledge is power. So, according to this study as mentioned above, Wednesdays and Thursdays are the best days to make that call for initial contact.
Is there a better time to call? Yes, there is. Calling between the hours of 4pm and 6pm had the best results for initial contact with 4pm-5pm being the very best hour to call. Calling before lunch (11am-12pm) was the worst time. Again, interesting data.
Now here is the part that really shows you how important getting that first contact call made to your prospect out as fast as possible can grow your business. The study sliced up the first 20 hours after initial contact was made into 5 minute intervals to show the following:
This shows clearly that the odds to contact a lead decrease by over 10 times in the first hour. Wow. If your business relies on those types of leads to increase their sales, wasting precious minutes researching when you can be calling really hurts. Now imagine that you are waiting on your IT staff to alert you that a visitor has even shown interest.
With Visual Visitor these odds will turn in your favor! With our product, you will get alerted in real time that you have a prospect visiting on your site. Not only will we tell you that they are there, we will also tell you what pages they are visiting, how long they are staying on each page, if they are a repeat visitor, how many visits they have had, and we will provide you with pre-populated links to major research sites like Data.com, Manta, LinkedIn, and more so that you can gather as much information as possible in a short time frame.
How much is each deal worth to your company? Probably a lot more than $59/month!!! Start your 14 day Free Trial of Visual Visitor today!
Sources:
http://www.leadresponsemanagement.org/lrm_study
