The Insidesales.com/M.I.T. Lead Response Management Study
Recently I was asked when is the best time to call on leads. I shared the results for telemarketing from the study below. We have used the times table below to schedule calls and have had similar results. Not that we were as scientific as MIT….
The behavioral study revealed when sales representatives had success around calling web generated 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:
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. 4–6pm 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.
http://www.leadresponsemanagement.org/lrm_study