Wow, that was fast!
Jonathan Brickman
Chief Revenue Officer, Early Stage Growth Advisor, Angel Investor | I help B2B SaaS Co's GTM, scale and grow to $25MM+
I heard this again, today, from someone I called back in response to an inquiry. This person, like others, was surprised to hear from someone so “quickly”.
Quickly?
Really? I am a salesman…someone sends in an inquiry indicating an interest in buying my product…what would you do?
I told this particular person today, that I should have been faster and apologized for taking more than a second to respond. She thought it was comical and we then discussed how unusual it is to get a timely response and yet how powerful the impact is when someone is responsive.
I have always believed and I continue to preach to my sales team how important it is to maximize the things we can control. Responsiveness is basic. If we simply do this we have a huge competitive advantage.
This is a fact – Did you know that the early responses to any service request statistically have a higher probability of winning the business?
Why would you not drop everything and respond immediately?
Chief Revenue Officer, Early Stage Growth Advisor, Angel Investor | I help B2B SaaS Co's GTM, scale and grow to $25MM+
10 年Thanks Trevor Hatfield, I was not accounting for quality. My assumption was, great qualified lead...therefore, pounce!!! Otherwise, maybe pause...but I still say react since this sends a strong message to market and becomes muscle memory.
CEO at SendWorks the email sending suite. Founder at Inturact and Managing Partner at Inturact Capital, B2B SaaS Private Equity
10 年I agree that with all warm, bottom of the sales funnel leads, respond right away. One aspect not discussed though is what to do with a less qualified lead that may not want to be called. If your site is setup to nurture leads properly from the top of the funnel (TOFU) down, then a lead may come through and not be a MQL (marketing qualified lead). Responding quickly could scare this possible lead away. Instead you would need to nurture the lead through to the bottom of the funnel and set a trigger to give them a call immediately if they do a certain action. I realize that this post wasn't really meant to cover this, but thought I would throw in a twist.
*Starting Customer Conversations Specialist, *Keynote Speaker, *Promoting women's sense of self-worth, their ability to determine their own work choices. I help people build Self Confidence!
10 年Totally agree with you and believe you can become a leader in the marketplace with strong responsiveness. You certainly make yourself stand out from the pack. People will pay extra for good service!
Chief Revenue Officer, Early Stage Growth Advisor, Angel Investor | I help B2B SaaS Co's GTM, scale and grow to $25MM+
10 年Assal R., my point validated...that's how much of business operates.
Chief Revenue Officer, Early Stage Growth Advisor, Angel Investor | I help B2B SaaS Co's GTM, scale and grow to $25MM+
10 年Thanks Amer Khan, that made me laugh as the memories rushed into my head!