James Oldroyd, a professor at Ohio State University, David Elkington, CEO of insidesales.com and Hubspot, conducted research based on the following question: how should companies respond to their potential customers to improve their sales results?
To obtain accurate data, they examined statistics from the last 3 years of prestigious digital marketing companies, reviewed 15 thousand cases of potential clients and analyzed more general managers email list than 100 thousand sales call attempts.
The results revealed the following reality:
During the first call, the goal is to maximize results and reduce work to a minimum effort. In short, the agent must do less to convince the interested lead. According to the information reflected, the best days to make contact are Wednesdays and Thursdays, the worst to do so is Tuesday. Calling on a Thursday can be 49% more effective than doing so on a Tuesday.
Best times to make contact: according to the research, between 4 and 5 pm is the best time to qualify potential clients.
Response time: when you receive a web form, it is important to answer it as soon as possible. For example, if you answer it within 5 minutes, there is a 900% greater chance of contact than if you answer it within 10 minutes. Call while the potential client is still hot.
Be persistent: more than 30% of prospects never pay attention to the first call. So, you have to keep insisting. A few more calls increase success by 70%.
Other relevant results
According to the study, most companies stop doing business because they do not have good answers to the first call.
Companies make on average only 1 in 10 attempts.
Companies take an average of 44 hours to respond.
55% of companies never respond to a lead.
The first call and the response time are factors that must be taken with great care to increase success in customer acquisition. Responding quickly reflects professionalism and interest on the part of the company.