Article
How To Improve Prospect Contact Rates: Get in the (Time) ...
franchising.com
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
“Time Zone Eastern Pacific Inside 9-5 Monday-Friday 35% 29% After Hours, Weekends 65% 71%” Related to this, Franchise Update Media’s annual Mystery Shopping Survey found that 90% of the 109 brands that responded used email solicitations and drip campaigns, which allowed them to deploy automated responses. The 10% of franchises who never responded at all to qualified queries will surely leave opportunity on the table for competing concepts. Observations If you’re receiving 10 leads a day, odds are that only 3 are generated during business hours, and it might not be convenient for the prospect to talk right away. Changing your process improves your chances of connecting with each prospect. Digging into the data reveals mobile phones as the predominant means for reaching prospects. Data we presented at October’s Franchise Leadership & Development Conference showed that potential franchisees send 65% of their inquiries using mobile phones (see pie chart), underscoring the importance of responding immediately, and offering a powerful doorway to better contact rates. Use the phone in the prospect’s hands to your advantage. Recommendations At the October conference, Art Coley, CEO of franchise development company CGI Franchise, summed it up this way: “If you pay attention to the flow of incoming prospects given their time zones instead of your office hours, you are going to have more conversations with real candidates.” This insight is consistent over a large flow of prospects, and actionable. There are a number of steps you can take to improve your contact rates with online leads: Never hesitate to call when the inquiry comes in; chances are the prospect inquired from a mobile phone and is available. Pay attention to the prospect’s location; be willing to call outside your business hours when it matches the prospect’s time zone. Pay attention to when the lead arrived; if you’re calling several hours later than an overnight inquiry, be prepared to leave a short message pointing out time zone differences and asking when it’s convenient to reconnect.
“Further, the disparity is even greater for West Coast franchises, given the time zone differences and East Coast’s population density:” Related to this, Franchise Update Media’s annual Mystery Shopping Survey found that 90% of the 109 brands that responded used email solicitations and drip campaigns, which allowed them to deploy automated responses. The 10% of franchises who never responded at all to qualified queries will surely leave opportunity on the table for competing concepts. Observations If you’re receiving 10 leads a day, odds are that only 3 are generated during business hours, and it might not be convenient for the prospect to talk right away. Changing your process improves your chances of connecting with each prospect. Digging into the data reveals mobile phones as the predominant means for reaching prospects. Data we presented at October’s Franchise Leadership & Development Conference showed that potential franchisees send 65% of their inquiries using mobile phones (see pie chart), underscoring the importance of responding immediately, and offering a powerful doorway to better contact rates. Use the phone in the prospect’s hands to your advantage. Recommendations At the October conference, Art Coley, CEO of franchise development company CGI Franchise, summed it up this way: “If you pay attention to the flow of incoming prospects given their time zones instead of your office hours, you are going to have more conversations with real candidates.” This insight is consistent over a large flow of prospects, and actionable. There are a number of steps you can take to improve your contact rates with online leads: Never hesitate to call when the inquiry comes in; chances are the prospect inquired from a mobile phone and is available. Pay attention to the prospect’s location; be willing to call outside your business hours when it matches the prospect’s time zone. Pay attention to when the lead arrived; if you’re calling several hours later than an overnight inquiry, be prepared to leave a short message pointing out time zone differences and asking when it’s convenient to reconnect.
“The vast expanse of the 50 states across 6 main time zones exacerbates the problem.” Related to this, Franchise Update Media’s annual Mystery Shopping Survey found that 90% of the 109 brands that responded used email solicitations and drip campaigns, which allowed them to deploy automated responses. The 10% of franchises who never responded at all to qualified queries will surely leave opportunity on the table for competing concepts. Observations If you’re receiving 10 leads a day, odds are that only 3 are generated during business hours, and it might not be convenient for the prospect to talk right away. Changing your process improves your chances of connecting with each prospect. Digging into the data reveals mobile phones as the predominant means for reaching prospects. Data we presented at October’s Franchise Leadership & Development Conference showed that potential franchisees send 65% of their inquiries using mobile phones (see pie chart), underscoring the importance of responding immediately, and offering a powerful doorway to better contact rates. Use the phone in the prospect’s hands to your advantage. Recommendations At the October conference, Art Coley, CEO of franchise development company CGI Franchise, summed it up this way: “If you pay attention to the flow of incoming prospects given their time zones instead of your office hours, you are going to have more conversations with real candidates.” This insight is consistent over a large flow of prospects, and actionable. There are a number of steps you can take to improve your contact rates with online leads: Never hesitate to call when the inquiry comes in; chances are the prospect inquired from a mobile phone and is available. Pay attention to the prospect’s location; be willing to call outside your business hours when it matches the prospect’s time zone. Pay attention to when the lead arrived; if you’re calling several hours later than an overnight inquiry, be prepared to leave a short message pointing out time zone differences and asking when it’s convenient to reconnect.
“The conclusion: most franchise sales teams and prospects are on different time schedules and pass each other like ships in the night.” Related to this, Franchise Update Media’s annual Mystery Shopping Survey found that 90% of the 109 brands that responded used email solicitations and drip campaigns, which allowed them to deploy automated responses. The 10% of franchises who never responded at all to qualified queries will surely leave opportunity on the table for competing concepts. Observations If you’re receiving 10 leads a day, odds are that only 3 are generated during business hours, and it might not be convenient for the prospect to talk right away. Changing your process improves your chances of connecting with each prospect. Digging into the data reveals mobile phones as the predominant means for reaching prospects. Data we presented at October’s Franchise Leadership & Development Conference showed that potential franchisees send 65% of their inquiries using mobile phones (see pie chart), underscoring the importance of responding immediately, and offering a powerful doorway to better contact rates. Use the phone in the prospect’s hands to your advantage. Recommendations At the October conference, Art Coley, CEO of franchise development company CGI Franchise, summed it up this way: “If you pay attention to the flow of incoming prospects given their time zones instead of your office hours, you are going to have more conversations with real candidates.” This insight is consistent over a large flow of prospects, and actionable. There are a number of steps you can take to improve your contact rates with online leads: Never hesitate to call when the inquiry comes in; chances are the prospect inquired from a mobile phone and is available. Pay attention to the prospect’s location; be willing to call outside your business hours when it matches the prospect’s time zone. Pay attention to when the lead arrived; if you’re calling several hours later than an overnight inquiry, be prepared to leave a short message pointing out time zone differences and asking when it’s convenient to reconnect.
“Analysis of an entire year of lead flow to 1,524 different franchises revealed that while the percentage of prospects was highest during daytime hours (yellow), it was greatest outside normal working hours (blue).” Related to this, Franchise Update Media’s annual Mystery Shopping Survey found that 90% of the 109 brands that responded used email solicitations and drip campaigns, which allowed them to deploy automated responses. The 10% of franchises who never responded at all to qualified queries will surely leave opportunity on the table for competing concepts. Observations If you’re receiving 10 leads a day, odds are that only 3 are generated during business hours, and it might not be convenient for the prospect to talk right away. Changing your process improves your chances of connecting with each prospect. Digging into the data reveals mobile phones as the predominant means for reaching prospects. Data we presented at October’s Franchise Leadership & Development Conference showed that potential franchisees send 65% of their inquiries using mobile phones (see pie chart), underscoring the importance of responding immediately, and offering a powerful doorway to better contact rates. Use the phone in the prospect’s hands to your advantage. Recommendations At the October conference, Art Coley, CEO of franchise development company CGI Franchise, summed it up this way: “If you pay attention to the flow of incoming prospects given their time zones instead of your office hours, you are going to have more conversations with real candidates.” This insight is consistent over a large flow of prospects, and actionable. There are a number of steps you can take to improve your contact rates with online leads: Never hesitate to call when the inquiry comes in; chances are the prospect inquired from a mobile phone and is available. Pay attention to the prospect’s location; be willing to call outside your business hours when it matches the prospect’s time zone. Pay attention to when the lead arrived; if you’re calling several hours later than an overnight inquiry, be prepared to leave a short message pointing out time zone differences and asking when it’s convenient to reconnect.
“The conclusion: most franchise sales teams and prospects are on different time schedules and pass each other like ships in the night.” Related to this, Franchise Update Media’s annual Mystery Shopping Survey found that 90% of the 109 brands that responded used email solicitations and drip campaigns, which allowed them to deploy automated responses. The 10% of franchises who never responded at all to qualified queries will surely leave opportunity on the table for competing concepts. Observations If you’re receiving 10 leads a day, odds are that only 3 are generated during business hours, and it might not be convenient for the prospect to talk right away. Changing your process improves your chances of connecting with each prospect. Digging into the data reveals mobile phones as the predominant means for reaching prospects. Data we presented at October’s Franchise Leadership & Development Conference showed that potential franchisees send 65% of their inquiries using mobile phones (see pie chart), underscoring the importance of responding immediately, and offering a powerful doorway to better contact rates. Use the phone in the prospect’s hands to your advantage. Recommendations At the October conference, Art Coley, CEO of franchise development company CGI Franchise, summed it up this way: “If you pay attention to the flow of incoming prospects given their time zones instead of your office hours, you are going to have more conversations with real candidates.” This insight is consistent over a large flow of prospects, and actionable. There are a number of steps you can take to improve your contact rates with online leads: Never hesitate to call when the inquiry comes in; chances are the prospect inquired from a mobile phone and is available. Pay attention to the prospect’s location; be willing to call outside your business hours when it matches the prospect’s time zone. Pay attention to when the lead arrived; if you’re calling several hours later than an overnight inquiry, be prepared to leave a short message pointing out time zone differences and asking when it’s convenient to reconnect.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.