#WeekendCalltoAction – Cadence and conversion work hand in hand. In fact it’s proven. Today I will share some “Inside Sales” dot com statistics & analysis of 100,000+ phone calls. The facts are so true, and the 80/20 rule is a big player in this. 80% of the business is made by 20% of the sales people willing to do the work. Funny how that works. But when is it best, how is it best, etc. Some of these answers I will provide today. I will show you the best time to reach out, the best day to reach out, the best response time to have, and what exactly persistence does!
One this is certain, you must have a cadence follow up system in place with “internet leads” now a days. But don’t rely solely on that is my advice. If you’re a good sales person you should still be “working” the leads according to your plan of attack. Any lead, any contact for new referral partnerships. These all apply to the ability to get a hold of someone. The old saying goes: 48% of sales people never follow up, 25% of sales people make a second attempt and stop, 12% of sales people only make three attempts at a “lead”, while only 10% of sales people make more than 3 contacts. And here’s the stats, 2% of sales are made on the first call, 3% of sales are made on the second contact, while 5% of sales are made on the third contact. So as a result for those that have a cadence plan, 10% of sales are made on the 4th contact and a staggering 80% OF ALL SALES are made on the 5-12 contact to a prospect. Go figure right. So today is a little 1,2,3,4 I shared with my sales team just yesterday.
Obviously Friday is still up there, Weekend Call to Action – Reach out to those you’re trying to get a hold of!
Funny thing is early bird gets the worm is true! And for those that “power hour” your time is 3:30-5:30 pm being the best times to reach out to anyone. Go figure.
I’m an old Quicken Bot, and can tell you this is accurate 100%. The faster you “get to” a lead from it coming in, the more immediate responses you will have. The longer you wait after a lead is registered the response rate goes down drastically. And is what Frank and Brian were talking about just today in the NREP. Having systems in place to help you follow up is key. Sly dial, text message and email drip campaigns are all 100% mandatory to have in a follow up system now days. But what it doesn’t do, is pick up the phone and have an “attempt”. #PersistencePays ↓
WOW, would you look at that. The more times you “attempt” to call them and reach out the higher the rate of response. Interesting! By the 6th reach out, the response rate has a potential to reach over 90%. If you coupled your sales routine with follow up systems and then included social selling in the mix (commenting, and being present on social media with that contact) I know these numbers go through the roof. #SocialSellingwithShawn
I’ve got access to systems and processes to equip any mortgage broker partner with these tools. Bottom line, create a cadence for yourself, create follow systems to help you work smarter, and then put a little elbow effort into it and watch your conversion go up. If your not on point, CLICK HERE! Let’s work together!