40% of the home services companies that were surveyed NEVER responded to the request for service. You read that right. Shocking. But let’s back up. The study* surveyed 466 home services companies to test their speed to lead. In Part 1 of the series, we talked about what speed to lead is (how quickly you successfully get in touch with the person requesting info from you). 60% of these companies responded within a 5-day time period and the rest either NEVER responded or responded after 5 days.
Why are so many leads in the home improvement industry being disregarded/not followed up on?
- Sales response process. Companies need to invest in new tools and technologies that align with customers expectations of speedy response time from web requests.
- Cross-channel response strategies. Use the information captured during the lead inquiry process to follow up with potential clients in different ways – direct mail or email campaign, social media, etc.
- The right training and sales processes. It’s important to have a solid sales process in place and that everyone understands how critical it is to follow up with new leads in a timely manner.
Don’t be a part of the 40% statistic. Leads are looking for YOU and you should have processes in place to respond to their requests as quickly as possible. Next week in part 3 of the series we will share the 5 steps to shorten the lead management gap.
*2018 Valve+Meter Performance Marketing Study