“Companies that try to contact potential customers within an hour of receiving queries are nearly 7 times as likely to have meaningful conversations with key decision makers as firms that try to contact prospects even an hour later. Yet only 37% of companies respond to queries within an hour.” – Harvard Business Review
So, you think its only you that have received a lead from the aggregator & you may relax over replying to the inquiry? Think Again!
The research study done by HBR which involved 1.25 million sales leads received by 29 B2C and 13 B2B companies in the U.S., shows that the firms that tried to contact potential customers within an hour of receiving a query were nearly seven times as likely to qualify the lead as those that tried to contact the customer even an hour later—and more than 60 times as likely as companies that waited 24 hours or longer. Added to that, is the competition, eagerly willing to win your lead.
When an aggregator receives an inquiry from a customer for a particular service or product, it forwards the lead to at least 10 of its subscribers, one of them is you. Do the math and you will realize, how quick you need to be to survive in competition.
So how do you make sure that you’re getting back to customers before your competitor does?
Install a good Tea Machine in office.
Make sure your sales team is proactive all the time.Whenever possible someone from your team should be on top of providing that first welcome to your company or product. How you handle that interaction is also critically important. Reaching out to customers when the subject is most relevant is key, but you don’t want to rush or pressure anyone.
Setup an Automated Response system
Part of responding to leads quickly is having the right tools to do so. What could be better than an app that identifies an inquiry & auto responds to the lead with your predefined response.
An auto-responder can be a good back-up, but only if it’s not a canned response. Make sure your auto-responders are personalized and reflective of the experience your customer has had up to this point. With Chuknu, you can also take it further by saving them into the system & score a lead as per their hotness.
Be the hare of the race 🙂
Happy selling to you!