Hi!
How fast do you respond to new inquiries? In a minute, an hour, or more? Speed to Lead is a strategy we use that basically prompts agents to reach out to new leads as fast as possible, ideally within the first 5 minutes after they come in. The faster you call them, the better your chances of actually talking to them instead of getting a voicemail or a “maybe later."
Doing this has another positive effect. When you follow Speed to Lead, you don’t have to worry about hitting some crazy high call volume. Instead of dialing hundreds of numbers a day hoping to connect with someone, you’ll be able to speak with leads much faster and have actual conversations (answering questions, setting appointments, etc.).
While there’s value in setting a minimum number of calls you need to make a day, you shouldn’t lose sight of what’s really important: the number of conversations. It’s conversations, not calls, that close deals. Let’s say it takes you 5 calls to successfully have 1 conversation, and 5 conversations to book 1 appointment, that means you need to make 25 calls to have just 1 appointment. The time and effort needed even goes up if you need more than 5 conversations to book 1 meeting.
There are obviously a lot of skill and factors to be considered when it comes to booking appointments and closing deals, but if we just focus first on the initial part (connecting with leads), and improve our call answer rate, then we don’t need to make as much calls. That’s why Speed to Lead is so beneficial! I encourage you to read our blog post about Speed to Lead and how it helps with your conversion rate to learn more about this.
The Speed to Lead plan also includes a strategy for follow-ups and engagement (calls, texts, emails) to further increase your chances of connecting with leads. Here’s the complete action plan with a detailed schedule: Speed to Lead action plan.
If you track your “First Call Time” in REW CRM (add it as a column in Leads View), you can analyze how it affects your connection rate, and assess if the team is able to follow Speed to Lead.
How about you, are you following a strategy or rule when you call leads? Would you follow Speed to Lead? Looking forward to your response!
