When it comes to responding to leads and generating new business, tomorrow is simply too late. Way too late.
But the facts (provided by InsideSales.com) show that even tomorrow is earlier than the vast majority of Cincinnati Realtor®s’ response times to an online-generated lead. The average response time is 46 hours and 53 minutes —almost two full days!
Consider This a 911 Call
Sure, it’s not a life or death situation like police or fire departments deal with, but this is your business. Just as it is the job of a 911 dispatcher to respond to a call immediately, so should it be yours. Response time is critical.
When you respond with urgency, you project two highly positive signals to your prospective buyers or sellers:
- 1. You care
- 2. They’re important
Beyond these two fundamental reasons to respond immediately, you will also:
- Create a “Wow” factorSome of you may feel uneasy about calling with such haste. But more times than not, when you call a lead back within a few minutes of them reaching out to you, you’ll receive a positive response in return — you’ll create a “Wow” factor.
- Be right where they areWithin 30 minutes, your potential buyer or seller has probably left your website and visited 20 more (possibly your competitors’) websites. Reaching out to them in the first few minutes gives you a better chance of coming up alongside them and meeting them right where they are — at your website.
- Stay top of mindChances are, if they have visited 20 websites (or even 10) in the past 30 minutes, they’ve probably forgotten which ones they viewed 46-plus hours ago. But if you strike while the iron is hot, the reception you get in return will be more like, “Yes, I’m still on your site,” instead of “You’re whom from where?”
Understandably, immediate responses sometimes aren’t feasible. Appointments, closings, showing houses, etc., will always be happening. Dr. James Oldroyd conducted a survey at Northwestern University’s Kellogg School of Management and discovered there are better times to call than others:
- 4-6 p.m. is the best time to call to contact a lead (which is 114 percent over the worst time, right after the lunch hours of noon-2 p.m.), and
- 8-9 a.m. and 4-5 p.m. are the best times to call to qualify a lead, or to set an appointment with a lead (and 164 percent better than 1-2 p.m., the worst time to call).
Scheduling these types of calls every day on your calendar will make your average response time much faster than most of your competitors’.
We’ll be discussing more about how to respond to your leads and best practices during our upcoming webinar on Oct. 17, 2013, at 10 a.m. Register now to attend!