When should companies call web-generated leads for optimal contact and qualification ratios?
I’m always asked when the best time to do follow up calling. Below is part of a report that has looked at all aspects of the business to business lead qualification process. This part of the study looks at leads in an integrated marketing approach and how to handle them.
The behavioural study revealed when sales representatives had success around calling webgenerated leads. To find these facts, we looked at leads that were captured through a web form, and attempted or called at least one time. Summarized below are some of the more interesting findings related to speed and timing when responding to web-generated leads:
- 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).
- 4–6pm is the best time to call to make contact with a lead (by 114% over the worsttime 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%).
- 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.
- 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.
insidesales.com | leadresponsemanagement.org