I was reading some interesting research the other day. It shows that, in order to be most effective, you have to respond to an Internet-generated lead within 4 hours. After that, the value of the lead dissipates quickly. That same research shows that you’ll get a chance to leave a voicemail about 40% of the time. That’s ok, though, because a quick response (even if it’s just a voicemail) yielded a much happier prospect.

So, what does that mean for you? Call them back!

What is this “need for speed?” Where does it come from? Lots of buyers are part of the immediate gratification population – instant-food, instant-fun, instant-wealth…and instantly-responding-salespeople.

There’s more to it than that, though. How about more options, greater competition, instant communication… What’s the message here? It’s simple: speed wins!

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