Today, I have been looking for some whitepapers offering statistics on automation, crm successes and other smoking guns for the SAAS world. Naturally I looked for CRM companies that offer whitepapers and other resources. Each one that I found required me to fill out a webform to get the pdf. Of four websites, I have already been contacted by two of them. One of them happened within 5 minutes, the other came about 2.5 hours later.
The first company's approach was a follow up to me visiting the website and downloading a whitepaper. He just asked if there was anything more that I was looking for. Of course I said no. The second, however, approached as though I had already read the whitepaper and wanted to answer any questions about that specific whitepaper. Much more effective. I don't know if they delayed the call on purpose but I was able to engage in a more productive conversation with that second company.
If you are looking for more data on response times with web leads click here
Wednesday, May 14, 2008
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1 comment:
It makes sense to adjust your callback time so it is appropriate for the type of lead that is created. It is also interesting that the content of the conversations made a difference for you. This definitely shows that there are different dynamics that need to be considered when trying to perfect your lead response management. Great case study!
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