A good lead is always valuable to remote sales organizations - and they are willing to invest time and money into generating a large volume of quality leads. Auto dialers are used by successful companies to dial these quality leads at a much faster pace than they could have otherwise. What these companies might not realize is that they could still be wasting as many as half of these leads!
This stunning statistic was discovered by Dr. James Oldroyd during a study he conducted at MIT in 2007. The reason half of these valuable warm leads were not being closed into sales was because of the time it took for these leads to be called. Oldroyd found that if new leads were not called back immediately upon receiving them that the contact rate of those leads decreased dramatically.
One of the most valuable sources of new leads is a company's own website. Well constructed websites will contain forms where interested prospects can submit their contact information, creating a new lead. Oldroyd studied the contact rate of these leads depending on the amount of time lapsed between when the lead was received and when the lead was called. His findings surprised even him!
As his research team monitored calls and analyzed the data they found that the best time to return a call to a newly generated lead is within 5 minutes of that prospect entering their information in the web form. Leads were 100 times more likely to answer and 21 times more likely to become a qualified lead if they were called within 5 minutes than if they were called after 30 minutes. (The difference between 5 minutes and 5 hours was 3000 times!) New technology had to be developed in response to this research.
The response is web form callback. This works by automatically capturing a new lead's information from the web form submitted, and routing that lead to an available sales rep. Using an auto dialer the sales representative can call this new lead within moments of receiving it. The auto dialer does its part in completely the call, and within minutes of submitting the web form the consumer is being called.
The reasons why immediate callback is so effective are commonsense. The lead was just sitting at a computer most likely in an office. Chances are their phone is close by. He was just thinking of the company. The lead is bound to be impressed by such quick response.
Web form callback is a powerful telephony solution that has been developed in direct response to ground breaking research. It makes leads even more profitable, and capitalizes on the auto dialer and website the company already uses.
This stunning statistic was discovered by Dr. James Oldroyd during a study he conducted at MIT in 2007. The reason half of these valuable warm leads were not being closed into sales was because of the time it took for these leads to be called. Oldroyd found that if new leads were not called back immediately upon receiving them that the contact rate of those leads decreased dramatically.
One of the most valuable sources of new leads is a company's own website. Well constructed websites will contain forms where interested prospects can submit their contact information, creating a new lead. Oldroyd studied the contact rate of these leads depending on the amount of time lapsed between when the lead was received and when the lead was called. His findings surprised even him!
As his research team monitored calls and analyzed the data they found that the best time to return a call to a newly generated lead is within 5 minutes of that prospect entering their information in the web form. Leads were 100 times more likely to answer and 21 times more likely to become a qualified lead if they were called within 5 minutes than if they were called after 30 minutes. (The difference between 5 minutes and 5 hours was 3000 times!) New technology had to be developed in response to this research.
The response is web form callback. This works by automatically capturing a new lead's information from the web form submitted, and routing that lead to an available sales rep. Using an auto dialer the sales representative can call this new lead within moments of receiving it. The auto dialer does its part in completely the call, and within minutes of submitting the web form the consumer is being called.
The reasons why immediate callback is so effective are commonsense. The lead was just sitting at a computer most likely in an office. Chances are their phone is close by. He was just thinking of the company. The lead is bound to be impressed by such quick response.
Web form callback is a powerful telephony solution that has been developed in direct response to ground breaking research. It makes leads even more profitable, and capitalizes on the auto dialer and website the company already uses.
About the Author:
If your company doesn't use web form callback you are not getting as much from your leads as you could. Auto dialer advancements will keep you making more profits with your sales leads.
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