|
|
Increase Response Time With Auto Dialers
A good lead is always valuable to remote sales organizations - and they are willing to invest time and money into generating a large volume of quality leads. Auto dialers are used by successful companies to dial these quality leads at a much faster pace than they could have otherwise. What these companies might not realize is that they could still be wasting as many as half of these leads!
Dr. James Oldroyd, during a study he conducted at MIT in 2007, uncovered this shocking fact. These warm leads were not being closed as sales because of the time that lapsed between when these leads were generated and when they were called. Oldroyd found that if new leads were not called back immediately upon receiving them that the contact rate of those leads decreased dramatically.
The internet, and particularly a company's own website, is a valuable source of new leads. Websites should contain forms where interested prospects can submit their contact information. This creates a new lead. Oldroyd studied the contact rate of these leads depending on the amount of time lapsed between when the lead was received and when the lead was called. His findings were revolutionary!
As his research team monitored calls and analyzed the data they found that the best time to return a call to a newly generated lead is within 5 minutes of that prospect entering their information in the web form. Leads were 100 times more likely to answer and 21 times more likely to become a qualified lead if they were called within 5 minutes than if they were called after 30 minutes. (The difference between 5 minutes and 5 hours was 3000 times!) New technology had to be developed in response to this research.
The response is web form callback. This works by automatically capturing a new lead's information from the web form submitted, and routing that lead to an available sales rep. Using an auto dialer the sales representative can call this new lead within moments of receiving it. The auto dialer does its part in completely the call, and within minutes of submitting the web form the consumer is being called.
The reason's why this is effective are commonsense; when the form was submitted the lead was on a computer, most likely by a phone. He was also thinking about the company, and was in a buying mind set already. Leads were repeatedly impressed by fast response rates, which increased closure rates.
Web form callback is an effective way to make leads even more profitable, and capitalizes on the auto dialer and website the company already has in place. It is also a simple technology to implement, and promises returns to any company currently using or considering the internet as a lead generation resource.
About the Author If your company doesn't use web form callback you are not getting as much from your leads as you could. Auto dialer advancements will keep you making more profits with your sales team.
|
 |
Please Rate: |
|
Rating: |
 Processing ... |
(Average: Not rated) |
| Views: | 29 | |
|
| More Articles from Telemarketing | | |
| Top Articles in Telemarketing | | |
|
