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5 10 15 20 25 30 35 40 45 50

Contacted LeadsQualified Leads

100x decrease in

contacts after 30 mins.

21x decrease in qualifications after 30 mins.

0

10

20

30

40

50

60

70

80

90

100

1 2 3 4 5 6 7 8 9 10 11 12

Per

cent

of

Sal

es C

lose

d

Call Attempt

Receive Leads Call Leads

….Immediately

Secrets of Lead Follow-Up

minutes

TRY AGAINTRY AGAIN

TRY AGAINTRY AGAIN

TRY AGAIN

Will you call in time?

Approximately 50% of leads

don’t get followed up on AT ALL.

78%Average response time:

44 hrs.That’s off the chart…

in a bad way.

1.29average number

of attempts to

make follow-up

call

6-8average # of calls

before customer is

ready to move

forward

9point at which

you begin to see

diminishing

returns

They Didn’t Answer?!

Sources: B2B Roundtable, 2011