24 Sep How long does it take you to contact your leads?
How long does it take you to contact your leads?
Did you know that companies take an average 47 hours to get in touch with a lead who has requested a contact? That’s right, somebody shows an interest in your product or service and it takes you hours, even days to get back to this potential buyer.
What happens when you take a long time to respond to a lead who has sent you a contact request? Several things, all of them bad.
For one thing, you may find it more difficult to get in touch at all! According to a study published by Steve Olenski in the Harvard Business Review, the possibility of contacting a lead in the first 5 minutes is 100 times higher than if you try 30 minutes or more after the initial request. Let’s not even think what the odds are after 47 hours.
But even if you are successful in making contact after several hours you may find that the lead’s interest has cooled off. You have given the lead time to maybe reflect on an impulse, check out the competition or forget about you altogether! Do you remember what sites you were browsing through 47 hours ago? I didn’t think so.
Don’t lose sales, get in touch fast
Think of all the sales you are probably losing just because you’re too slow to respond. Somebody who was, at one point, interested enough in your product to give you their contact data is now unreachable or not interested any longer. To think of all the money and effort that went into bringing people to your site! It really is a shame to let a part of it go to waste. Did you know that 58% of e-consumers choose to buy from the first company who responded to their contact request?
So what can you do?
You can change the way you manage contact requests by adopting a new methodology, supported by powerful technology.
If the lead wants to receive a call and leaves a number, Delio calls automatically. If the lead answers the call, Delio then contacts the sales platform (Call Center, sales force, network of stores, branches, dealerships…) and transfers the call so that the sale can be made. The whole process is carried out in real time. In ideal conditions, the lead will be having the contact requested just a few seconds after the request itself. If the lead doesn’t reply, Delio starts a programmed sequence of new attempts until the contact is achieved and then the call is transferred to the sales platform. There is also an established procedure if the sales platform is saturated and cannot take the call or if the contact was requested during the night or on a holiday.
Delio uses phone calls, text messages or emails for immediate contact. You could programme Delio to send a text message if the lead does not answer the phone, send an email as a first contact and call a few days later if the lead does not reply to your first email… the combinations are endless.
Immediate contact = better ROI
Immediacy in the contact, i.e. getting in touch with more leads who have a hot interest in your product will mean more conversions to sales and a substantial improvement of the campaign’s ROI .
Download our eBook on The Importance of Immediate Contact to achieve a sale
Originally published in our blog Delio