'Inbound & Down'
Question of the Day

Published August 08, 2019

How fast do I need to follow up with high-intent leads?

  1. Typically, as soon as possible so you can catch them while they are engaged.
  2. At least one day after initial contact, giving them time to research your products, services and industry.
  3. No follow-up is necessary. Automation and bots should be programmed to limit the need for human involvement on high-intent leads.

The Answer is A.

In most cases, immediately following up with high-intent leads will greatly improve your chances of converting these engaged prospects into customers.

While some may be hesitant to instantly "pounce" on those who demonstrate interest in your product or service, being proactive limits the opportunity for them to continue to conduct their own independent research—and, potentially, to establish a connection with a competitor who may be more readily available.

According to InsideSales.com, 50% of sales typically go to the vendor who responds first. 

Of course, there are exceptions to this rule, such as in industries where there is little competition—or in certain instances where demand is particularly high and supply is low. But, for the rest of us, prompt response time can be a critical factor in closing business.

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