Feb 14, 2023
The Need for Speed to Lead: Being Faster Than Your Competition Is Only the Start
As a sales leader, you know how important it is to be responsive to leads but what constitutes as a "fast enough" response? And what happens when you're not the only one trying to reach them? In today's competitive landscape, speed to lead is more important than ever. Here's why you can't afford to let your competition get ahead of you.
What is Speed to Lead and Why Does It Matter?
Speed to lead is the amount of time it takes for a business to respond and engage with a prospect after interest has been shown or from the moment the prospects become an inbound lead. In today’s competitive business climate when it is harder than ever to close deals, speed to lead is also more important than ever.
Organizations that react quickly and effectively to leads will be able to stay ahead of the competition and capture more sales. Speed to lead is a key factor in determining the success of your sales and marketing efforts. When you can reach out to leads quickly, you increase the chances of converting them into customers.
How Fast Do You Need to Be?
For starters, you need to be faster than your competition. Competitors could be immediately ahead of or instantly behind you in terms of the prospect's journey. No, you're not the only seller in town with an avenue for capturing the interest of inbound leads.
According to Vendasta, sharing data from a "Lead Connect survey, 78% of customers buy from the company that responds to their inquiry first."
However, the proven metric to beat is 5 minutes. Organizations experience "an 80% decrease in the odds of qualifying your lead between 5-minute and 10-minute response times."
Only the highest performing sales organizations raise that bar even higher. According to that same study, if sales teams compress that connection delay to less than 1 minute could achieve as high as a 391% higher sale rate. Not appointments, quotes or demos: that's a sales increase.
Pause for a moment to consider your own experience. One minute (60 seconds) as measured on similar scales as time on webpage or a phone ling ringing – in an attention economy that's an eternity.
How You Can Be Faster Than Your Competition
One of the best ways to be faster than your competition is by streamlining your processes and leveraging technology to automate certain tasks. By automating lead qualification, routing, nurturing, and tracking activities, you can shave off valuable minutes from your response time.
Another way to increase your speed to lead is by training your team on how to effectively manage and respond to inquiries. Educating sales reps on best practices and industry benchmarks like those above will motivate them to be more responsive and efficient when an opportunity comes their way.
4 Keys to Improve Your Speed to Lead
Improving your speed to lead is an essential part of any successful sales process. In today’s digital world, prospects expect a quick response time when they have shown interest in a company's offering. By optimizing your speed to lead, you can increase conversions and reap the rewards of improved customer satisfaction. Here are some tips on how to speed up your lead response time.
• Automate initial contact: Set up automated emails or text messages that go out to prospects in real-time or the moment in which they express interest. This ensures that leads receive a quick response and get the information they need without much delay. With SalesRiver, you can send an automated text message to customers within seconds of them filling out an online form. This message will supply helpful information such as the sales representative's name and contact number, so the customer can anticipate a call from them.
• Track customer conversations: Make sure you have visibility into all customer conversations and can track when a lead has shown interest in your offering. This will help you reach out as quickly as possible and improve your speed to lead.
• Leverage technology: Use sales tools such as CRM systems, predictive analytics, marketing automation, etc., to get an accurate view of customer behavior and engagement so you can be the first to respond and capture leads.
• Train your reps: Make sure your sales team is well-trained on how to engage with leads quickly and effectively. Provide them with best-in-class technology so they receive and respond in real time without missing a single opportunity.
SalesRiver Helps You Improve Your Speed To Lead Permanently
SalesRiver helps improve speed to lead by providing an end-to-end platform for today's evolving sales team dynamics. With the help of intelligent automation, organizations can quickly and accurately route every lead or call with ease, promoting increased sales rated, reduced customer acquisition costs, and maximized ROI. SalesRiver's routing platform is designed to be intuitive and easy to use, resulting in the instant assignment of leads and calls to the right salesperson without the need for complex coding or configurations.
SalesRiver also has a variety of powerful analytics tools that allow organizations to monitor their sales performance in real-time. Sales analytics provides valuable insights into sales rep responsiveness and persistence, as well as which strategies or tactics are working best for each rep, allowing sales teams to adjust channel and source allocations on the fly.
With Great Speed Comes Great Close-ability
In the digital age, speed isn't just of the essence – it is the essence – when it comes to sales. Prospects expect a quick response time when they have expressed interest in a company's offering, and businesses that don't respond quickly are at risk of losing out to the competition, or even apathy or indecision.
We've looked at how you can improve your speed to lead – by automating lead ingestion, leveraging technology to instantly notify the right salesperson, tracking customer conversations, and training your reps. By following these tips, you can optimize your speed to lead and get ahead of the competition. Responding quickly to leads will not only help you convert more prospects but also show your customers that you value their time as well as their business. Let's get your speed to lead.