Internet Lead Followup – Best Practices – Day 1

By jamie | February 29, 2012

There is one, single, overriding message when it comes to contacting leads generated from online lead sources.  Every second counts.

Internet lead follow-up best practices have been researched for many years and we have established what we think are the “Rand Version” of these practices.

Over the next few weeks, I’ll be posting some lead follow up statistics as well as the best practices for followup.  Starting with Day 1 and continuing through the six days of lead followup lifecycle.

First, Some Follow-Up Statistics:

This chart shows when your initial call to a new incoming lead will result in contact.  You will see that you are 10 times more likely to reach a lead if you call them in the first hour than if you wait an hour.

After that, the contact rate degrades very quickly, in fact if you wait 8 hours or more, there’s virtually no chance you will make contact on the initial call.

Day 1 Best Practices
•Accept the lead and call the prospect immediately if at all possible.
•If you do not make contact on the initial call, plan to call 3-4 times in that first hour and up to seven times the first day (depending on what time the lead comes in)
•Do not leave a voicemail today, attempt to make contact with the live person at all costs.
•If you have not made a connection by days end,  add the lead to the LeadRouter action plan “Buyer Lead – First Contact” BEFORE THE END OF THE DAY.  This will send your next two follow-up emails automatically.
I know, I know, you can’t wait to see what will happen on Day 2.  But stay tuned, it’s coming…
Posted in LeadRouter