Bridge the Gap Between Search and Sale - The Golden Hour

Linc Wonham
by Linc Wonham 26 Oct, 2011

According to the Harvard Business Review, companies that contacted potential customers within an hour of receiving a query were nearly seven times more likely to qualify the lead as those that contacted the customer an hour later - and more than 60 times as likely as companies that waited 24 hours or longer.

Despite these findings, 63 percent of companies failed to respond in that "Golden Hour". Twenty-four percent waited more than a day, and 23 percent didn't respond at all.

The newest component in Ifbyphone's suite of services strives to solve the problem created when a prospect completes a Web form and then waits hours to receive a follow-up. MyLeadResponder leverages Ifbyphone's voice-based marketing automation platform to instantly find and connect a sales person with the lead.

When a Web form is submitted or an email is sent, the system is designed to immediately call and alert a specified sales team member. Ifbyphone's Find Me application can also be enabled to better route phone calls across a sales team and ensure that a live contact is reached.

Once connected, MyLeadResponder relays the information from the form by reading it to the company representative. The sales person can then say, "Yes" into the phone to instantly connect with the prospect. In this way, the sales team member can be talking with a prospect moments after that person has expressed interest in a company's products or services.

Ifbyphone issues special email addresses to be placed on a company's Web forms. When the form is completed, the lead is still emailed to the company, but the advanced voice-interaction process is also triggered so sales staff can immediately follow-up on leads.