Posted on Feb 09, 2019
Did you know that the odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times? This was just one of the fascinating conclusions from a comprehensive MIT study conducted with 6 different companies over a three year span to study how they attain, follow up, and close leads generated from the web.
According to the study, “The odds of calling to contact a lead decrease by over 10 times in the 1st hour. The odds of calling to qualify a lead decrease by over 6 times in the 1st hour. After 20 hours every additional dial your salespeople make actually hurts your ability to make contact to qualify a lead.” If you and your team are waiting 24 hours to contact potential customers, this could spell disaster for your sales efforts or your team will be working harder to close fewer sales.
In today’s modern world of 24-hour connectivity, potential customers clearly won’t wait until you have time to respond to their needs. Businesses that have the ability to respond to customers within the first hour of contact (if not the first 5 minutes) seem to be positioning themselves to win out over competitors.
Other interesting findings included:
Wednesday and Thursday are the best days to contact leads. Tuesday is the worst.
4pm to 6pm is the best time to call to make an initial contact.
8am to 9am and 4pm to 5pm are the best times to qualify leads. 1pm to 2pm (presumably after lunch) is one of the worst times.
Timing is everything accept when you refer to atuomated software that is available 24/7/365 or our intake centers that are bi-lingual also available 24/7/365
No really timing is everthing which most law firms fail to pay attention to this data or even know of its importance. The very best day of the week with the highest connect rate and talk times is SATURDAYS!!!!
Why you may ask? Because it is a day when most people do not have all the weekly day to day disctractions so they pick up the call and usually give your staff the "undivided attention" your staff craves for, so if your firm is not working this day we sugest you at least work 4 hours every Saturday because it is such a difference maker in terms of quality and conversions. Also you actually end up creating two more full work days out of each mont which is you do annually than you pick up 104 EXTRA WORK DAYS.
How much of a possitive impact "could" that have on your legal practice?
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