Embed Size (px)
Citation preview
FIRST TO ALLFIRST TO LOSE
The Science of Responding Faster
FIRST TO CALL, FIRST TO CLOSE
Thanks for joining us!We’ll be starting in a few minutes
Jordan MuelaCEO, LeadSimple
Jason HullCEO, DoorGrow
Q & A
OUTLINE FOR TODAY
Ways to dramatically improve response times4
1 Lead response study you have to see to believe+
HOW QUICKLY DO YOU CALL NEW LEADS?
POLL QUESTION
44%
33%
7%7%
7%
IN JULY OF 2012 WE SURVEYED A RANDOM SAMPLING OF MANAGEMYPROPERTY.COM CLIENTS.
INITIAL SURVEY
39hrsAverage Call Response Time Average # of Call Attempts
1.6BASELINE DATA
Our firstreaction...
Our second reaction...
1.639
1.048
1.246
PM RESULTS
Average Call Response Time
Average # of Touches Per Lead
(Source: "The Fast and The Furious") (Source: ResponseAudit.com)
CROSS INDUSTRY COMPARISON
Lead Response Audit Oct. 2013
3K6 hrs
Time Window Analyzed # of companies surveyed
Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy
25%
Responded in 1 hour
Did NOT respond in 1 hour
75%8%
17%
RESPONSES WITHIN FIRST HOUR
Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy
50%
Did NOT respond in 6 hours
50%
Responded in 6 hours
RESPONSE WITHIN 6 HOURS
Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy
All Contact
AttemptsAll Companies
Responded in 6 Hours
100%
50%
25%
Responded in 1 Hour
5 Minutes
3%
15 Minutes
9%
Responded in 6 Hours100%
36%
18%
Responded in 1 Hour
All Companies
5 Minutes
1%
15 Minutes
5%
Phone Contact
Only
THE MAJORITY VS THE MINORITY
Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy
15m 1h 2h 3h 4h 5h 6hTime:
CONTACT TREND OVER 6 HOURS
Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy
Why This Matters
Calling within 5 minutes is
than calling after 30 minutes
MOREEFFECTIVE
(Source: 2007 Kellogg/MIT Study)
5
# o
f C
alls
Minutes
10 15 20 25 30 35 40 45 50 55 60 65 70 75 80 85
First 5 Minutes
90
(Source: 2007 Kellogg/MIT Study)
0-90 Minutes: Initial Calls That Become Qualified
Reasons WhyStatistics aside, there are some common sense reasons that explain why speed to
call makes such a big difference.
4
2
1 Presence - The prospect is likely at their computer and with a phone nearby when they hit submit.
4
3Rapport - Fast responses build confidence and rapport starting things off on the right foot.
First Movers Advantage - First to contact, first to frame the conversation and get a shot to close the deal.
Engagement - The prospect is thinking about their need and ready to mentally engage with you when they hit submit.
66%64%BUYERS SELLERS
64% of buyers and 66% of sellers work with the
National Association of Realtorsreports that…
It Pays To Be First...
agent they talk to first.
4 TACTICS TORADICALLY IMPROVERESPONSE TIMES
START TRACKING SPEED TO CALL
1
Response Time By Agent3 Minutes
30 Minutes
30 Hours
People respect what you inspect.
Chet HolmesAuthor of “The ultimate Sales Machine”
ORIGINAL Contact Info
TRACKEDContact Info
(123) 123-1234 (919) 939-3535 ext. 203
AUTOMATE YOUR FOLLOW UP CALLS
2
How to Call New Leads in 3O Seconds Flat
Phone Call:
TEXT MESSAGE:
New Lead via LeadSimple: ‘John Smith’ (360) 123-1234 ext. 683 Call: http://j.mp/1qnAnsl
AUTOMATE LEAD DISTRIBUTION
3
Distributed Manually
Distributed Automatically
91%
Leads called in less than five minutes(Source: Best Lead Distribution Methods, Velocify 2013)
Assign LeadStop Call order
Notify Manager Lead is Unassigned
Call Agent 1
Is agent Available?
Notify Agents Lead is Unassigned
Leave Lead Unassigned
Lead Distribution
NO
MODIFIED
YES
NO
YES
Is agent Available?
Contact Agent 2
Assign LeadStop Call order
ROUND ROBINLead Arrives
CALL ON WEEKENDS AND “OFF HOURS”
4
Response Time PerformanceConversion rates
M T W T F S S
Weekend Lead Performance
71%
20%
(Source: The Value of Weekend Leads Unveiled, Quinstreet / Velocify 2013)
MONTHLY
webinar.leadsimple.com
WEBINAR(Second Thursday of Each Month)
leadsimple.com/sales-course
Q & A
