Stopwatch The first item on the list is the daily task of responding to customer prospect inquiries that have come through your site. If your website is performing as it should, you will be getting inquiries. You’ve invested a lot in your website performance with a goal of building a relationship with your prospects. An inbound inquiry is a valuable opportunity. Treat these inquiries with respect and respond promptly.

Inquiry Management

The inquiry management process actually begins with information capture, followed by response/follow up and lead classification.

  • When you design the email form for your website, think about the information you’ll want to capture. This information can be useful in conducting preliminary research.
  • Follow-up by phone call if possible and gather information on their needs, budget and authority to purchase.
  • Determine the next steps for the lead based on the information gathered.

How Quickly To Respond?

How quickly you respond can affect your bottom line. According to the insidesales.com/MIT Lead Response Management Study, the average response time is 31 hours. “But the odds of contacting a lead decrease by over 10 times in the first hour. The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times”. In other words, the faster you respond, the better. But waiting until more than 20 hours could be detrimental.

A strongly performing website will help fill your sales funnel. Design your intake email forms well, do a little research to pre-qualify the lead and respond quickly. The next inquiry could land you your next big customer!

For more in-depth information, take a look at this white paper from Invenio Marketing Solutions titled, “The Truth Behind Web Inquiry Management.”

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