Analyzing results from almost 3.5 million leads generated in the first half of 2012, across more than 400 companies, the study finds that phoning a new prospect within a minute of lead generation improves conversion rates by 391% compared to later times making the first call. As impressive as that figure is, it more than halves in the second minute to 160%, and drops by three-quarters in the third minute to 98%.
Pretty interesting and certainly confirms two things we’ve preached in the past.
First, your inbound strategy cannot exist in a vacuum-if you’ve got one in place, all the inbound traffic in the world is nothing without follow-up and second, calling works.
I had someone the other day comment that “cold calling doesn’t work.”
That is correct-cold calling in the traditional sense of the word does not work.
Smiling and dialing, making hundreds of calls to un-researched or non-targeted prospects and using hope as a strategy does not work.
But-calling, with a strategy in place, coupled with multiple outbound and inbound channels absolutely works.
As Director of Business Development at RSW/US, Lee brings new agency clients on board and handles marketing and social media for RSW/US. You can find him on Google+ (https://plus.google.com/+LeeMcKnightJr/) or Twitter (@leemcknightjr).