8♣️ Speed to lead: The power of quick response

As a business leader, no doubt, you're very focused on winning contracts, winning deals, winning business. At least through your sales team. And of course that is very important. But how do you go about winning a contract? How do you win more business? 

Customers expect prompt responses to their inquiries and requests. Slow response times can lead to lost sales and damage your business's reputation.

Problem or challenge

Many businesses struggle to maintain quick response times, due to factors such as inefficient processes, understaffing, or lack of urgency. This can hinder sales efforts and reduce customer satisfaction.

Complexities

Implementing a culture of responsiveness can be challenging, especially for businesses with large or complex operations. It requires a commitment to efficiency, effective communication, and employee training.

Solution

One of the main reasons that one company wins business over another is because they respond quicker. Yes. As simple as that. Research shows that if you respond to an enquiry within minutes, and definitely less than an hour, you are far more likely to get the business than the person that gets that form the next day, thinks about it and spends another bit of time faffing around and ends up responding a day or two later. When they fill the form in, they're motivated to buy. So if you pick the phone up and ring them immediately, they're more likely to buy. 

To improve your team's responsiveness and increase your chances of winning business, focus on the following:

1. Empower your team: Give your sales team the authority and resources they need to respond quickly to inquiries.

2. Train for speed: Provide training on effective communication and time management techniques.

3. Set clear response time goals: Establish clear expectations for response times and hold your team accountable.

4. Utilise technology: Implement tools and systems that streamline communication and reduce response times.

5. Measure and monitor: Track response times and identify areas for improvement.

Benefits

By prioritising responsiveness, you can:

• Increase sales: Improve your conversion rates by responding to inquiries promptly.

• Enhance customer satisfaction: Create a positive customer experience by providing timely and helpful responses.

• Build relationships: Foster stronger relationships with customers by demonstrating responsiveness and attentiveness.

• Gain a competitive advantage: Differentiate your business from competitors who are slower to respond.

Why it works

Customers appreciate businesses that respond quickly to their needs. By demonstrating responsiveness, you can build trust, create a positive impression, and increase your chances of closing deals.

Measurement

The effectiveness of your responsiveness efforts can be measured by:

• Increased sales: Track changes in your sales volume and conversion rates.

• Reduced lead times: Monitor the time it takes to respond to customer inquiries.

• Improved customer satisfaction: Measure customer satisfaction scores and feedback.

• Enhanced employee performance: Evaluate your team's performance in terms of responsiveness and efficiency.

My story

In fact, this has happened to me. I wanted to procure some services and I sent an email to three people that I knew that could do those services for us. I'd sent the first and second emails but before I could get the third email sent, the phone rang. It was the person I'd sent the first email to. He said, Hey, Bob, got your email. What do you want? How much can you afford? Done. The third email never got sent. That first person just picked the phone up and responded quickly and got the business.