How Quickly Should I Follow Up With Inbound Leads?

A few months ago I attended a session at Hubspot’s Inbound conference called 'The Art of The Five Minute Response Time.' Josh Harcus, author of A Closing Culture, spoke about the impact this strategy has had on his organization:

  • 6x revenue growth in 12 months

  • 9x shorter sales cycle

  • 500% growth in team

Since learning of this art, we've challenged our team to decrease our response time significantly, and the results have been just as exciting. 

Current State Of Sales Follow-ups

The Harvard Business Review found that 26.1 % of leads are followed-up with within 5 minutes, while the average response time for all leads is 42 hours. It's no secret that 35-50% of sales go to the vendor that responds first, so if buyers are contacting you when they are ready to talk, why aren't we making every effort to speak with them immediately?  

Just look at the proof to the right. Dr. James Oldroyd published the Lead Response Management Study, which found that the odds of making a successful contact with a lead are 100 times greater when a contact attempt occurs within 5 minutes, compared to 30 minutes after the lead was submitted.

What's even worse than a delayed response? The average number of times a lead is followed up with is 1.3 times.  Not only are we not prioritizing these conversations, but we're giving up after just one call? 


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Download Our Step-By-Step Guide for Ideal Inbound Lead Follow-Up Strategy Now

We’ve tested several strategies in our own business and on behalf of our clients and found that the ideal inbound lead follow-up strategy requires 2 things:

  1. Urgency in response

  2. Commitment to sales cadence if the prospect does not immediately answer

Fill out the form to the right to download our step-by-step guide to effectively follow-up with inbound leads.