When time is of essence
The odds of contacting and in turn qualifying a lead drastically decrease with time. That’s what an article by Forbes confirms. That is why sales reps should contact their leads as soon as possible, best within 30 minutes of the lead creation.
It makes sense if you think of it. What is on the potential customer’s mind at the time when the lead is created? You.
The customer has decided to pay his attention to you. Taking time to gather information and reaching out to you. So the perfect time to get back to him is at this very moment.
The shorter the delay, the better the likelihood of contacting and qualifying the lead.
“Companies don’t respond fast enough to leads. In fact, they take 46 hours and 53 minutes to pick up the phone and respond to a lead. And the sales rep who does call, only makes 1.3 call attempts before giving up and moving on.” *
That’s alarming. Not only because it takes far longer that advised 30 minutes, but also because the study has shown that people are not only far more likely to pick up the phone the sooner you respond to their lead, but many of them actually choose the vendor that responds first.
It may be because the customer wants to make the decision as soon as possible, taking the first option that suits his needs, but also because the quick response to a lead resonates with the customer and hints at the speed of response for future queries, such as possible service inquiries.
What role does a Mobile CRM play in qualifying leads?
It’s not only crucial to have all of your incoming leads pile up in CRM, you’ll also need to work with them as quickly as possible. That means you need to take action for each incoming lead as soon as they come in. Whether that means assigning them to an automatic email nurture program or directly to one of the sales reps—and here’s where Mobile CRM comes in.
Sales reps are not always easily reachable. They are, after all, most likely in the field, meeting customers, trying to make their quota. Opening up a computer to check whether there’s something new in CRM system is both, time-consuming and tedious. Just think about this: you’re in a car, on the way to meet the next customer and you want to check the CRM system. Would you prefer opening your laptop, waiting for it to load and then searching for the info in CRM? Or would you rather take a tablet, click a few times and get the updates right away?
Mobile CRM application will alert sales reps of new incoming leads, so they can take action as quickly as possible. And, with the option to have all the information one would need for a call just a few clicks away, there’s no hindrance in the way of engaging the prospect with a well-informed response.
It’s an easy formula
- Point all of your lead gathering channels to CRM, so they’ll appear there right away and will be available for marketing and sales.
- Set up a lead nurturing system – basically you need to know how to address various types of leads, some can get into an automatic email nurture process, and others will need a personal form of contact.
- Give your sales reps a Mobile CRM application, so they can contact leads personally as soon as possible, supported by valuable insights from CRM, when they’re on the road, with no time to sit down and open up their laptop.
- Set up notifications that will alarm your sales reps of hot new leads that need their immediate action. And from what we could see in the study, the time is of essence here.
The more leads you’re able to contact, the more you can move down your sales funnel. The more leads you move down your sales funnel, the more you can nurture towards sales.
Ready to start?
Try out Resco Mobile CRM client for Microsoft Dynamics CRM. The app allows you to automatically push new leads to the application, alert your sales reps, give them all info necessary & all that good stuff.
*Krogue, Ken. “Why Companies Waste 71% Of Internet Leads.” Forbes. Forbes Magazine, 12 July 2012. Web. 08 Sept. 2015. http://www.forbes.com/sites/kenkrogue/2012/07/12/the-black-hole-that-executives-dont-know-about/