Partner Article

Speed to Contact

Way back before the digital era…

Picture what it was like before all of the digital tools we have in excess today like social media, the internet, mobile devices and email, came into existence. Some thirty years back, publishing companies of periodicals, newspapers and magazines often presented basic scenarios to newbies who went to them for their advertising space training course, such as these:

Imagine you had a prospect that gets upsets during negotiation over a phone call and hangs up. How would you respond?

A. Would you immediately call back to your prospect?

B. Would you allow the prospect some time to himself, perhaps 10 minutes to calm down before placing a call to him again?

The appropriate response to this scenario would be A. Why?

A delay in calling your prospect right back would cost you the account. A competitor will call your prospect and use their vulnerability to get the account that is if, the prospect has not immediately called your competitor to give them their business already.

In today’s world, studies have shown that the same principle applies to following up leads. If you don’t call your prospect back immediately, it is either the impatient prospect that calls a competitor or a competitor calls even the most patient ones to use their vulnerability as an advantage.

Lead management software allows for quicker response action to be taken by making available a system to gather sales leads that are submitted through your call centres and website platforms so that they can be distributed to your sales teams after they have been scored.

Speed Counts

Lead management software makes available actionable data to all your numerous agents in your call centre’s regional operational offices, to the call centres of luxury represented globally and to franchised brands, in order to engage your sales team in prompt actions that would cater for the needs of your keenest prospects.

The best lead management solutions available today, score and distribute leads in less than 3 minutes to your sales team and - according to recent studies on the logic behind speedy call back mechanisms - two amazing facts have been discovered: