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January 11, 2010
Kiss Your Phone Leads Goodbye
Landing page optimization (#lpo) can be a powerful way to increase conversion rates and to get more people to complete online forms.
What you do after the form-fill can be even more important.
If your next step is to follow up over the phone, you are probably squandering money and costing your company a fortune - unless you dial the phone within five minutes...
Delaying your first-dial response time from 5 to just 30 minutes decreases your chances of qualifying the lead by 21 times!
Even delaying the first-dial from 5 minutes to 10 will cut your lead qualification percentage by a factor of four.
This information comes from a joint study between M.I.T. and InsideSales.com (download the whitepaper)
How much effect does a 21x increase in qualification have on the overall sales revenue of a
company?
How many companies understand the importance of this strategy?
There is no excuse for not having a fast first-call time with power dialers from InsideSales.com natively integrated into CRM platforms like SalesForce.com.
So get off your butt, and on the phone - the clock is ticking...
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Posted by Tim Ash on January 11, 2010 9:20 AM
Comments
Marc Saxe January 11, 2010 8:29 PM
tim, your strategy is good and a bit helpful,, but we still need to check the product like if the consumer will buy it or on how we deliver our selling skills
Bob Levin January 27, 2010 10:10 AM
nice article
amole February 3, 2010 9:53 AM
Tim,
I'll buy that instant response helps. But I do not buy that a delay from a 5 minute response time to a 30 minute response time nets 1/21st the number of qualified responses OR 1/21st the number of sales from the same lead group.
We've been working internet "request for contact" leads for various offers for over 10 years. Yes, speedy response keeps a lot of qualified prospects in the sales funnel. But the bigger influence to whether they buy or not is THE OFFER. If the offer is competitive and compelling, as long as your response time is "reasonable" and "within the time period explained in the offer" you will get your sales without having to do an instant call.
As much as "process" matters, your product and your offer matter more.