There are several prevailing best practices when it comes to contacting leads and closing the sale. One of the most important things to understand is how important it is that you are the first person to contact the lead.
Here are a couple of reasons it's important that you're the first.
First To Contact Is Often First To Close
In fact, statistics show that 78% of leads close with the person or company that contacted them first. That's an astonishing statistic that will work well in your favor if you're the first to contact your leads.
So a good homework assignment going forward is to determine how many of your leads that you contact end up telling you that they went with another seller. Do this for a few months to get an idea of how many sales leads you're losing to someone else. Also, determine how many of those leads you could have converted into a sale if you had contacted them sooner. If that number is high, re-prioritize your workday so that you can reach out to more leads.
Overall, Speed Works In Your Favor
For example, if you contact the lead within five minutes after he or she expressed an interest, then you increase your chances of closing the sale 500%.
Also, the average response time for sales professionals to respond to leads is a full 42 hours. That means that you can give yourself a significant competitive advantage by reaching out to those contacts just a few minutes after interest was expressed.
Keep this in mind as well: You only have a 39% chance to reach a lead the first time that you attempt contact. However, that percentage goes all the way up to 93% if you make six attempts at contact.
In other words, it's not only important to make the call as quickly as possible, but to keep calling back, as often as possible, until you reach the lead and are able to speak to him or her personally.
Quality leads can make a healthy contribution to your income. Be sure that you're the first in your line of business to follow up with each one of them.