Helping Businesses Thrive Online Since 2001
Call Us : (888) 419-5809

An Easy Way to Make Your Sales Follow-Up 100 Times More Successful

Web leads are more time sensitive than many people may realize.  Their expiration is measured in minutes, maybe hours, but certainly not days.

According to a study conducted collaboratively by and James Oldroyd, Ph.D., who worked on the project over over several years at Kellogg School of Management at Northwestern University, and later at the Sloan School of Management at MIT, phone follow up is 100 times more successful in yielding contact with the target within five minutes of form submission than it is only half an hour later.  This graphic is courtesy of, which provides lead management software for inside sales professionals.

When you think about it, it just makes sense:

  • You contact them when the need is top of mind.
  • Your organization’s organization and nimbleness won’t fail to impress.
  • Quite simply, they are still physically reachable.

While sales people and business owners know that the success of reaching the target can be a huge part of the sales battle, marketers traditionally have had no way to move with this kind of speed.  Now, solutions such as eTrigue, InfusionSoft, and other marketing automation software makers can quickly pass this information.

Of course, it’s really ok if some leads expire.  You don’t want to walk out of a meeting for a $5 one-time sale.  But how do you know which ones you can afford to ignore?  Marketing automation software, by virtue of knowing how many times the user has been to the website, what company they are with, how well they fit your target demographic, how much time they spent looking at your product pages, etc., is able to score those leads and highlight the big fish so you never shake your head over “the one that got away.”



Enhanced by Zemanta
Leave a Reply

Woodlands, TX Chamber of Commerce member logo