{"id":73836,"date":"2017-05-02T00:00:00","date_gmt":"2017-05-02T04:00:00","guid":{"rendered":"https:\/\/marketinginsidergroup.com\/uncategorized\/timing-critical-lead-generation\/"},"modified":"2025-09-09T03:44:33","modified_gmt":"2025-09-09T07:44:33","slug":"timing-critical-lead-generation","status":"publish","type":"post","link":"https:\/\/marketinginsidergroup.com\/demand-generation\/timing-critical-lead-generation\/","title":{"rendered":"Why Timing is Critical in Lead Generation"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">In this day and age, people are used to having immediate access to everything. Thanks to technological advancements that make it possible for almost anything to happen in an instant, people are no longer willing to wait. They want it all, and they want it now.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">B2B buyers are the same (because you know, they\u2019re people, too). They expect fast and relevant communication. If your business doesn\u2019t reach out with the right message at the right time, buyers will <\/span><a href=\"https:\/\/www.fronetics.com\/50-of-sales-go-to-the-vendor-that-responds-first\/\"><span style=\"font-weight: 400;\">go elsewhere<\/span><\/a><span style=\"font-weight: 400;\">. Think about it\u2014if you don\u2019t respond to queries from your leads and follow-up immediately, you\u2019re just giving your buyer time to explore other options and other companies.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">According to a Harvard Business Review\u2019s <\/span><a href=\"https:\/\/hbr.org\/2011\/03\/the-short-life-of-online-sales-leads\"><span style=\"font-weight: 400;\">Lead Response Study<\/span><\/a><span style=\"font-weight: 400;\">, the average response time of B2B companies is 42 hours. It\u2019s completely understandable that most buyers don\u2019t want to wait that long.<\/span><\/p>\n<ul>\n<li>\n<h3><b>80% of B2B Buyers Expect Real-Time Interaction<\/b><\/h3>\n<\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">According to research conducted by <\/span><span style=\"font-weight: 400;\">SalesForce<\/span><span style=\"font-weight: 400;\">, 80% of business buyers expect brands to communicate in real-time. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">While the expectation varies by channel, 67% of B2B buyers expect an email reply within one hour, and we\u2019re not talking about a \u201cthank you\u201d email. This is an actual personalized email response from a sales representative. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Further, <\/span><a href=\"https:\/\/www.convinceandconvert.com\/customer-experience\/buyers-expect-real-time-interaction\/\"><span style=\"font-weight: 400;\">83% of buyers<\/span><\/a><span style=\"font-weight: 400;\"> expect a response by SMS within one hour as well. Messaging apps are common nowadays, and 87% of buyers expect to be contacted within one hour through these platforms.<\/span><\/p>\n<ul>\n<li>\n<h3><b>A Timely Response is the Most Valued Attribute in Customer Service<\/b><\/h3>\n<\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Interactive Intelligence Group\u2019s <\/span><a href=\"https:\/\/www.shopify.com\/enterprise\/94678726-the-need-for-speed-why-customer-service-needs-to-be-faster-than-ever\"><span style=\"font-weight: 400;\">Customer Experience Survey<\/span><\/a><span style=\"font-weight: 400;\"> revealed that timely response is of higher importance to buyers than efficiency, professionalism, effective follow-up, and knowledgeable sales agents. This goes to show that being quick to respond trumps being good at your job. I know, it\u2019s crazy, but the numbers don\u2019t lie.<\/span><\/p>\n<ul>\n<li>\n<h3><b>Every Minute That Passes After Lead Submission Decreases Your Chances of Converting the Lead Into a Sale<\/b><\/h3>\n<\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">InsideSale\u2019s <\/span><a href=\"https:\/\/www.leadresponsemanagement.org\/lrm_study\" class=\"broken_link\"><span style=\"font-weight: 400;\">Lead Response Management Study<\/span><\/a><span style=\"font-weight: 400;\"> uncovered that the odds of contacting a lead decrease by over 10 times in the 1st hour, and the odds of qualifying a lead decrease by over 6 times in the 1st hour.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This further cements the point that timing is critical when it comes to lead generation. The longer you wait, the fewer chances you have of qualifying and converting those precious leads.<\/span><\/p>\n<ul>\n<li>\n<h3><b>77% of Buyers Will Not Wait Longer Than 6 Hours for an Email Reply<\/b><\/h3>\n<\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">B2B marketers must keep in mind that buyers are now equipped with information about what they need and want from the moment they initiate interaction with your company. They have done their research. Isn\u2019t that how they found you in the first place?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A <\/span><span style=\"font-weight: 400;\">recent study by Shopify<\/span><span style=\"font-weight: 400;\"> shows that 77% of B2B buyers will not wait longer than 6 hours. In many cases, you\u2019re not the only company they contacted, so many buyers tend to go with the brand that responds first.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The moment they decide that you\u2019re not worth the wait is the exact moment they entertain the idea of another company. You don\u2019t want to be losing leads to your competitors just because you failed to follow up quickly. Contact your leads immediately and send them a personalized message that lets them know that they can rely on your company.<\/span><\/p>\n<ul>\n<li>\n<h3><b>The Time and Day of the Week Can Help You Qualify Leads<\/b><\/h3>\n<\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Timing doesn\u2019t just mean that you need to follow up immediately. Choosing the optimum time and day of the week to contact your leads can contribute to increasing conversion rates.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The <\/span><span style=\"font-weight: 400;\">LRM study<\/span><span style=\"font-weight: 400;\"> revealed that the best days of the week to call to get the best contact and qualifying rates are Wednesday and Thursday. On the other hand, Tuesday is the worst day to call your lead. In general, 8-9 AM and 4-6 PM are the best times to contact a lead because they tend to be more receptive at the beginning and at the end of the work day.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So, the next time you contact or qualify your lead, do it on a Thursday, between 8-9 AM or 4-6 PM. It won\u2019t hurt you to follow what the study shows, right? It may even lead to higher conversion rates for your sales team.<\/span><\/p>\n<h2><b>The Bottom Line<\/b><\/h2>\n<p><span style=\"font-weight: 400;\">The implication here is that B2B buyers expect an immediate and personalized response just as much as B2C consumers. As Convince &amp; Convert\u2019s Jay Baer said, \u201cOur personal and commercial lives have collided in unprecedented ways.\u201d So, treat your business buyers the same way you would treat B2C customers, like human beings with specific needs and requirements.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In <\/span><a href=\"https:\/\/pureb2b.com\/\"><span style=\"font-weight: 400;\">B2B lead generation<\/span><\/a><span style=\"font-weight: 400;\">, it\u2019s imperative that leads are managed promptly to convert as many prospects as possible into paying customers. Timing is key. Don\u2019t let a live lead go to waste!<\/span><\/p>\n<p><em>Check out our FREE whitepaper to find out how you can close your sales leads like a boss!<\/em><\/p>\n<p>The post Why Timing is Critical in Lead Generation appeared first on PureB2B.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In this day and age, people are used to having immediate access to everything. Thanks to technological advancements that make it possible for almost anything to happen in an instant, people are no longer willing to wait. They want it all, and they want it now. B2B buyers are the same (because you know, they\u2019re [&hellip;]<\/p>\n","protected":false},"author":31,"featured_media":73837,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_seopress_robots_primary_cat":"none","_seopress_titles_title":"How Fast Response Times Boost Lead Conversions","_seopress_titles_desc":"Discover why 80% of buyers expect responses within an hour, and how contacting leads on Wed\/Thu between 8-9 AM or 4-6 PM improves conversion rates.","_seopress_robots_index":"","footnotes":""},"categories":[12],"tags":[],"class_list":["post-73836","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-demand-generation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.3.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Fast Response Times Boost Lead Conversions<\/title>\n<meta name=\"description\" content=\"Discover why 80% of buyers 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