In Episode 40 of How To Market You & Your Business, Paul G. Walmsley chats with Adam Bluemner and discusses the most effective web lead follow up strategies. Adam reveals the findings from a case study of 63,256 phone calls to web leads that he and his company studied in 2015.

These are the questions they asked of the study:

1. How does the speed of follow-up affect the results?

2. How many calls should be attempted?

3. What is the best time of the day to call leads?

4. What is the best day of the week to call leads?

Show Notes:

As network marketing professionals, small business owners and entrepreneurs, you are always being bombarded with offers for the latest lead generation systems, tips & strategies. However, it doesn’t matter how many leads you generate, what matters is how you follow up with them.

Adam’s company is “Find Accounting Software’ and can be found here:

You want to make sure you are maximizing the results of your lead generation campaigns, investments and efforts.

1. How does the speed of follow-up affect the results?

• Waiting to call web leads ruins contact and qualification rates. Delaying follow-up will ultimately minimize your sales prospects and inflate your cost-per-conversion.
• Following up within a minute doubled the number of contacts we were able to reach, when comparing it to those we waited a day to follow up with.
• Calling contacts quicker was definitely not a turn-off. In fact, the quicker we called, the better our qualification rate.
• We qualified nearly twice as many prospects (39.6% versus 20.9%), just by picking up the phone immediately versus waiting an hour.

2. How many calls should be attempted?

Here’s a potentially sticky situation: You’ve tried reaching out a couple of times to a prospect, but you haven’t been able to get in touch. Do you continue to call?

There is a steep price to pay for cutting short follow-up. Qualified prospects will be lost—and lost in significant numbers.

Continuing through the 10th call increased our overall contact rate to nearly 80%—almost doubling the contact rate resulting from calling just a single time.

We nearly doubled our qualification rate by continuing to reach out through the 10th call attempt.

3. What is the best time of the day to call leads?

There’s a clear pattern visible in the data. Morning hours come out ahead.

However, it doesn’t appear there’s that much meat on this particular analytical bone. How quickly you call leads and how many attempts you make will have a far greater effect on your follow-up success than when you call leads.

4. What is the best day of the week to call leads?

Many salespeople need reserve particular days for contact follow-up and others for other sales and account management activity. In these cases, it’s beneficial to have an understanding of which days yield better contact rates. 

Our data points to the middle of the week as the best time to contact leads, with Thursday as the strongest individual day and Friday as the weakest.

Summary of the Most Effective Web Lead Follow-up Strategies:

1. How does the speed of follow-up affect the results?

The quicker we called contacts the more likely we were to speak with them and successfully qualify their interest. Calling within 1 minute of lead submission doubled our first call successful contact and qualification rates.

2. How many calls should be attempted?

Calling contacts a full 10 attempts lead to nearly twice as many qualified leads versus calling only once. Research shows the average number of call attempts salespeople make to inbound leads is 1.3—far too few to maximize contact.

3. What is the best time of the day to call leads?

We generally experienced the most success calling leads in the morning hours.However, the time of the day of call attempts had a relatively minor influence on lead contact. The difference in contact rates for the best and worst hours of the day was less than 5%.

4. What is the best day of the week to call leads?

The middle of the week (T-Th) is a slightly more effective time to reach out to lead contacts. Calls on Thursday had the highest contact rate. But day of the week is even less of a factor than time of the day on lead follow-up success. The difference in contact rate between the best day (Thursday) and the worst (Friday), was less than 3%.

The best time to call your lead is NOW!

Adam Bluemner is a Managing Editor at Find Accounting Software. He’s been helping software buyers make informed investments in business software for over a decade. Read the blog here:

Don’t forget, go ahead an order Paul’s Amazon Best Selling Book, “From Hello To Yes In 3 Minutes Or Less.” Learn how to overcome call reluctance, know exactly what to say and deal with rejection when using the telephone.

Amazon Best Selling Book from Paul G. Walmsley.

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The post Episode 40: 63,256 Calls Boiled Down to the Most Effective Web Lead Follow-up Strategies appeared first on How To Market You & Your Business.