In this issue: Desirable Response Times
Rich Enterprises, Inc provides marketing services to companies seeking new business growth. Our services help companies increase their sales pipeline with new prospects and long term customers.
Our services can include appointment setting, lead generation, and business development through cold calling telemarketing.
Desirable Response Times
Thriving companies depend on new sales leads and prospects to ensure continual growth. With the sales process, you probably utilize several sources to acquire contacts for new business.
What is the proper business etiquette for response times to new leads and inquiries?
1. Response by email: Email response time should be within 24 business hours. This gives the business 2 days if the request happens to fall on the weekend. Any potential client that puts in a request for more information via email has an interest in your services and needs to be addressed quickly.
2. Response by phone: Proper follow-up phone time should be in 1-2 business days. Once again, if you have made contact with a prospective client and they have shown interest in your company or services, they may not be willing to wait. If they have a need, they will fulfill that need with a company - whether it is your company or your competitor.
3. Response in person: Setting up a follow-up in person meeting can vary on response times. If you made contact with the potential client on Monday, chances are you should stop by to meet with them in 2-3 business days - depending on your business model and geographical factors. Once you have made the initial appointment, follow-up is the key to closing the sale. You want to keep your company information fresh on their mind.
The latest case study from MIT asked this question: When should companies call web generated leads for optimal contact and qualification?
The studies were performed for 3 years and in this time 6 companies were reviewed with 15,000 leads and 100,000 call attempts.
The results showed this: The day of the week was extremely important in regards to the qualification process. They found Wednesday and Thursdays to be the best days for follow-up. They also noted that Mondays were consistently poor days for reaching clients.
Another factor was time of day. The study showed the time of day to respond to leads was a major factor in success rates. Leads that were contacted during the noon hours were always shot down. They also noted the best times to call were 8:30 am and 4:00 pm.
The morning spot allows ample time for decision makers to get in the door and plan their day. The afternoon timeframe allowed for decision makers to deal with the meat of their business during business hours and talk with companies later in the afternoon.
The final thought would be a lead IS a lead - regardless of the source. We are not going to turn leads into sales unless we respond to them as quickly as possible. In our economic state, all businesses should jump on leads as quickly or slowly as they come in.
Our policy at Rich Enterprises is respond to all leads ASAP. If you contact us via www.richworldwide.com on a Tuesday afternoon, you are likely to receive a response that afternoon or Wednesday at the latest. We respond to all leads to the maximum effectiveness and conversion rates.
Your business growth and development is contingent on your ability to follow up with new leads quickly and effectively.
Do you need help with lead follow-up? Contact us today to let our team handle that for you!