SOURCE: Leads360
July 28, 2010 10:00 ET
New Research From Leads360 Indicates That Consumer Conversion Rates Can Be Maximized by Contacting New Leads Six Times
Study Reveals Properly Spacing Contact Attempts Over the Course of 11-12 Days Further Increases Conversion Rates
LOS ANGELES, CA--(Marketwire - July 28, 2010) - Leads360, the industry leader in lead management software, today announced the results of new research conducted to determine the optimal number of times to contact consumers. In a study of more than 20 million leads, results indicated that contacting potential customers six times is the best way to maximize conversion rates without overtaxing staff resources.
In addition, study results concluded that another key factor affecting lead conversion rates is the timing between the six contact attempts. The study established that calling leads three times during the first day, once on the third day, once on the fourth day and a sixth and final time on the 11th or 12th day was the optimal baseline for a call attempt strategy. Study results showed that the sixth call placed returned a remarkable 500 percent improvement over average conversion rates.
According to Jeff Solomon, one of the founders of Leads360 and senior vice president of product and marketing, "Until recently, little data has been available about the optimal amount of time an agent should wait between each call attempt. Many organizations do not have a strategic approach to contacting leads and few have a strategy that extends beyond the first call. This research underscores the importance of having a specific plan with respect to the frequency and timeliness of call attempts and not relying simply on luck of the draw."
Creating a systematic process for responding to consumer inquiries with speed and consistency is critical for any organization. Earlier Leads360 research revealed that speed-to-call is the single largest driver of lead conversion in the first two minutes after the lead is generated. When combining the speed with which a lead is initially contacted with the six call attempt formula, sales teams will see a dramatic increase in conversion rates.
With a recommended set of best practices in place, companies can then easily monitor their sales team's progress and adjust the methodology as needed. To download a free copy of the whitepaper, please visit Building the Optimal Inquiry Response Strategy. To learn more about Leads360, please visit www.leads360.com.
About Leads360
Founded in 2004 and headquartered in Los Angeles, Calif., Leads360 develops software as a service (SaaS) solutions for managing sales leads. Distinguished by its focus on solutions that address the unique needs of businesses who sell to consumers, Leads360 is recognized as a market and technology leader, managing more than 25 million leads for over 5,000 clients. With a suite of solutions scaled for small to enterprise organizations, the company offers the industry's most comprehensive and configurable lead management platform.
Leads360 enables companies to distribute, track, analyze, and convert sales leads using a customizable lead management workflow. Professional services, including training and process consulting, are also offered to deliver a highly effective solution for converting sales leads. Businesses look to Leads360 for solutions that allow them to maximize their investment in leads generated online and from traditional sources, and ultimately increase sales closure rates for greater revenue. For more information, visit www.leads360.com.
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