Call my franchise leads at 11PM? What?
It goes without saying that the most important practice in terms of lead follow-up is that speed is key. As soon as that lead hits your inbox, CRM, etc. follow up fast.
However, beyond that, the question remains about what time of day leads are most likely to respond.
Recently, lead experts Velocify published some fantastic material about this exact question.
What they were concerned with was the fact that the majority of sales organizations staff around a traditional work week (Monday - Friday, 9 to 5 EST).
Here's what they found:
You're reading that right. Leads that come come in at 11PM and responded to immediately have a 94% advantage as far as conversion rate relative to the average!
(If you're like me, you're envisioning someone sitting on his/her couch with nothing better to do from 9-11PM! What else are they going to do expect for answer their telephone.)
Additionally, they found that Saturday is the best day of the week in terms of lead conversion:
Based on these findings, it's very important to think about your follow-up strategy 24/7 rather than just your typical work week. Don't let high quality leads go stale waiting on 9AM!