How Much Time Do You Have Before Web-Generated Leads Go Cold?

Posted on August 24, 2009

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This paper presents findings related to speed and timing when responding to web-generated leads. A summary of these findings follows

1.       Wednesdays and Thursdays are the best days to call in order to contact (by 49.7% over the worst day) and qualify (by 24.9% over the worst day) leads. Thursday is the best day to contact a lead in order to qualify that lead (by 19.1% better than the worst day).

2.       4 to 6pm is the best time to call to make contact with a lead (by 114% over the worst time block). 8‐9am and 4‐5pm are the best times to call to qualify a lead (by 164% better 1‐2pm, the worst time of the day). 4‐5pm is the best time to contact a lead to qualify over 11‐12am by 109%).

3.       The odds of calling to contact a lead decrease by over 10 times in the 1st hour. The odds of calling to qualify a lead decrease by over 6 times in the 1st hour. After 20 hours every additional dial your salespeople make actually hurts your ability to make contact to qualify a lead.

4.       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.

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Posted in: Marketing