Use Auto Dialers To Get Great Leads

A good lead is always valuable to remote sales organizations - and they are willing to invest time and money into generating a large volume of quality leads. Auto dialers are used by successful companies to dial these quality leads at a much faster pace than they could have otherwise. What these companies might not realize is that they could still be wasting as many as half of these leads!

This stunning statistic was discovered by Dr. James Oldroyd during a study he conducted at MIT in 2007. The reason half of these valuable warm leads were not being closed into sales was because of the time it took for these leads to be called. Oldroyd found that if new leads were not called back immediately upon receiving them that the contact rate of those leads decreased dramatically.

Oldroyd's research involved the study of self generated leads from various companies' own websites. These websites contained forms where interested prospects could submit their contact information and become a lead. His findings on response and contact rates surprised even him!

His MIT team monitored calls and analyzed data, and concluded that the new leads needed to be called within 5 minutes of generation. The numbers supporting this were clear: a sales representative is 100 times more likely to contact a lead is that lead was called in the first 5 minutes, than if the rep called 30 minutes after the lead was received. The difference became 3000 times if the lead was called in 5 hours instead of 5 minutes. New technology was developed in response to these findings.

This technology was web form callback. This software solution automatically captures a new lead's information from the web form submitted, and routes a call to that lead from an available sales rep using an auto dialer. The auto dialer does its part in completely the call, and within minutes of sending a query about a company the consumer is receiving a call from them.

The reasons why immediate callback is so effective are commonsense. The lead was just sitting at a computer most likely in an office. Chances are their phone is close by. He was just thinking of the company. The lead is bound to be impressed by such quick response.

Web form callback is an effective way to make leads even more profitable, and capitalizes on the auto dialer and website the company already has in place. It is also a simple technology to implement, and promises returns to any company currently using or considering the internet as a lead generation resource.

By: Sam Purdy

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If your company is not using web form callback you are not getting the most out of your leads. Auto dialer advancements will keep you making more profits with your sales leads.