People are used to instant access to everything in this modern age. People are unwilling to wait because technological advances allow almost anything to happen instantly. They want it all, and they want it right away.
B2B buyers can be the same as individuals (because they are people too). Buyers expect timely and relevant communication. Buyers will only leave your company if you send the right message at the right time. You can think of it this way: if you don’t reply to leads immediately and follow up, you’re giving buyers time to look at other options.
According to the Lead Response Study by Harvard Business Review, the average response time for B2B companies was 42 hours. Understandably, buyers don’t want to wait too long.
80% of B2B Buyers Expect Real-Time Interaction
SalesForce research shows that 80% of business buyers expect real-time brand communication.
Although expectations vary by channel, 67% expect an email response within one hour. We’re not talking here about a thank-you email. This is a personalized email reply from a sales representative.
83% of buyers expect a reply by SMS within an hour. These platforms are prevalent, and 87% wish to be contacted in less than an hour.
Timely responses are the most valuable attribute of customer service.
Interactive Intelligence Group’s Customer Experience Survey showed buyers value prompt responses more than professionalism, efficiency, adequate follow-up, and knowledgeable agents. It is precise that being quick to respond can be more important than being good at your job. It’s insane, I know, but the numbers aren’t lying.
Each minute that passes after lead submission decreases your chances of converting the lead into a sale
InsideSale’s Lead Management Study found that lead contact rates decrease more than ten times per hour and that lead qualification rates decrease over six times per hour.
This confirms that timing is crucial when it comes to lead generation. You have fewer chances of converting these leads if you wait too long.
77% Buyers won’t wait more than 6 hours for an email reply
B2B marketers must remember that buyers have information from contacting your company. They’ve done their research. They have done their research.
Shopify recently found that 77% of buyers in B2B will respond within 6 hours. Many buyers will choose the first company to respond in most cases.
They will consider another company if they feel you are not worth the wait. It’s not worth losing leads to competitors because you must follow up promptly. Send a personal message to your information and contact them immediately.
You Can Qualify Leads By Knowing the Time and Day of the Week,
Timing means you should wait to follow up. Conversion rates can be increased by choosing the best time and day to contact leads.
According to the LRM study, Wednesday and Thursday are the best days to call your leads to get qualified rates and contact. Tuesday, on the other hand, is the worst day for your information to call. The best times to reach a charge are generally between 8-9 AM and 4:45 PM. They are more open to communication at the beginning and end of the day.
The next time you call or qualify your lead, it’s best to do so on a Thursday between 8-9 AM and 4-6 PM. You don’t have to ignore what the study says. This could even result in higher conversion rates for sales teams.