Leads that are responded to quickly (WITHIN THE HOUR) make money – FACT

Technology today makes it easy it is to be good at enquiry response 🙂

 

Be the first to respond

 

Research from InsideSales.com showed that 35–50% of sales go to the vendor that responds first.

 

This is your chance to make an impression, and a quick response shows good service, starts to build trust, and if the response is bespoke to the enquiry, and has clearly had thought put into it, all the better!

A survey conducted by Prof. James Oldroyd at MIT, in conjunction with InsideSales.com, showed that the odds of qualifying a lead if you contact them 30 minutes after an enquiry drops by a factor of 21 times compared to a 5-minute reply!

If you can get back to a client when they are feeling excited to have found your service and it is present in their mind, it is much easier to make an impact and qualify/convert a sale.

 

There is little point in spending money on generating new leads if you haven’t got to grips with what’s coming in already and have a team in place to react appropriately.

 

 

 

 

Top tips for handling those enquiries flooding in:

 

  • Have an auto response to your online enquiry form that provides information on when they can expect to get a response and can relax knowing that you have received their details.  You can also ask clients to flag up to you if their enquiry is urgent and when they need a response by.  That way time can be managed according to client needs as identified by them and allows you to prioritise more effectively.

 

  • Pull resource by asking for help. Sounds simple yes but it’s all too easy to sit in the office stressing over a backlog. Are there any other team members working elsewhere in the business that can help you?  

 

  • Don’t underestimate the power of demand to convert sales more quickly.  Scarcity makes people perceive your service as valuable and it encourages them to take action.  Limited availability has the power to increase leads and conversion, clients are forced to make a decision, especially where there is exclusivity.

 

  • Think about whether your business can support an online chat facility for clients to submit queries and get an instant response.  This would allow you to commit to shortened target response times for increased conversion/sales

 

Interested to learn more or chat to me about how Bamboo can support you?

See our services here

 

 

References:

Insidesales and Dr. James Oldroyd study, is available under the title “The Lead Response Management Study”

HBR’s study, “The Short Life of Online Sales Leads”

Response Rates