The 4 Hour Rule

Here's a tip that has actually shown early signs of transforming our business here at The Brooks Group. We rely a lot on leads generated by our strong internet presence. The problem? Our salespeople would call and get voice mails, a person saying they didn't even remember requesting information, etc., etc.

How have we addressed the problem? The first thing was to seek some data. The best was from a reputable source . That research revealed that a web lead contacted the same day it is received is significantly better than one that sits around. In fact, their research says that after one, four and eight days they tend to get worse, worse and worse in value.

We then installed a "four hour" rule that says every internet generated lead must be contacted within 4 hours of receipt. We even have someone assigned to make the calls if the salesperson to receive the lead is unable to do so. That person then passes that lead on to the salesperson.

The response? Prospects are happy to hear from us. More requests for information. Leads ultra-improved with our speed of responses and more qualified leads who actually remember requesting the information. Hope this helps!