The Best Practices for Lead Management

HVAC, Marketing

The Best Practices for Lead Management

Systemized Media          September 27th, 2021

Proven Steps for Lead Management:

• Best Days to Make Contact
• Best Times to Make Contact
• Response Time
• Persistence

Responding to leads promptly and efficiently is important for making a profit and growing your business. Jaymes Oldroyd, Ph.D., CEO of InsideSales.com and visiting research fellow at M.I.T., compiled three years of data with an analysis of 15,000 unique leads and 100,000 call attempts. Published in Harvard Business Review, the study yielded many results based on first-call attempts. 

The basis for the study was to maximize results while minimizing effort for companies in managing responses. Its aim was to see how to get it right the first time, by responding to leads with the following in mind:

Best Days to Make Contact

The best days to qualify leads are Wednesday and Thursdays.

Best Times to Make Contact

The best times to contact leads are from 4:00pm to 5:00pm.

Response Time

When qualifying a lead, it’s best to respond to a leads submission within 5 minutes. Contact and qualification rates drop dramatically within just minutes and continue to decrease over the next hours.

Persistence

Being persistent is crucial in improving contact rates. Your chances of contact are highest within six call attempts, at which there is a 90% chance of making contact.

Conclusion

The data factor in when the lead was created, the first call attempt, and the time of first contact as well as when the lead becomes qualified is all directly correlated. With that being said, for a higher chance of making first contact with a lead, speed should most definitely be considered your sales strategy. Being slow to respond will most likely minimize the chances of qualifying a lead and it can result in missing out on more sales opportunities than you think.

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