According to research by InsideSales.com and the MIT Sloan School of Management, the single most important aspect of lead generation is having prompt replies to inquiries.
Based on the results of the study, in order to have the best chance of turning a lead into a sale, you need to reach out within the first five minutes after a form has been submitted.
The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times. The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times.
Of course, statistics like these should be taken with a grain of salt. It’s not going to apply to every situation. While all leads should be reached out to in a timely manner, I would argue that for B2B it also depends on how the inquiry was generated. A Request for Quote inquiry is looking for immediate feedback, but someone downloading a whitepaper is probably not looking for a call-back, let alone within five minutes.
So if it is a form that warrants a quick response, why is the five-minute window so important?
You Know Where They Are:
If someone is researching a company online during business hours chance are that they’re at their desk, probably right next to their phone, meaning they’re far more likely to actually answer. That five
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