Red on Marketing Blog

Worst time to follow up

Marketers work hard to generate strong leads for the Sales team. So letting a good lead turn cold is money wasted, pure and simple.

How quickly should you follow up on Web leads? What follow-up days and times deliver the worst conversions?

New research presented at MarketingSherpa's October 2007 B-to-B Demand Generation Summit revealed the following interesting data:

  • The odds of qualifying a lead decrease 21 times if you wait 30 minutes to place a follow-up call.
  • If you wait more than 20 hours to place a call, you actually hurt your chances of qualifying that lead.
  • 8-9 a.m. and 4-5 p.m. are the best times of day to qualify a lead by telephone.
  • Wednesdays and Thursdays are the best days to qualify a lead, with Wednesday's conversion rate 24.9% better than Fridays.

Yes buts? Only true for some industries? Please weigh in.

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Topics: Performance Lead Generation