Most organizations know it's important to follow up on leads quickly, but it's always nice to put some numbers around such things. To that end, check out the following info from a recent BtoB article:

KnowledgeStorm, a search site for technology information, and research firm The Artemis Group released the results of a study on best practices for pursuing online leads. According to the findings, 88% of those who responded to online offers or requests for information reported being "happy" or "positive" when personally contacted the same day a lead was generated.

That figure fell to 70% when the initial contact came four days after a lead was generated. The study concluded is it important to follow up on leads quickly, before they get cold.

Moreover, the research partners also concluded that personal follow-up is more effective than automated lead response systems.


Not overly surprising, but I've heard enough people ask whether same-day follow-up seems pushy that I thought I'd post it.

As a side note, Knowledgestorm is an excellent tool for lead generation, so anyone who isn't familiar with it might want to give it a try.
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5/23/2005 8:25

Follow Up On Those Leads. Now.

Most organizations know it's important to follow up on leads quickly, but it's always nice to put some numbers around such things. To that end, check out the following info from a recent BtoB article:

KnowledgeStorm, a search site for technology information, and research firm The Artemis Group released the results of a study on best practices for pursuing online leads. According to the findings, 88% of those who responded to online offers or requests for information reported being "happy" or "positive" when personally contacted the same day a lead was generated.

That figure fell to 70% when the initial contact came four days after a lead was generated. The study concluded is it important to follow up on leads quickly, before they get cold.

Moreover, the research partners also concluded that personal follow-up is more effective than automated lead response systems.


Not overly surprising, but I've heard enough people ask whether same-day follow-up seems pushy that I thought I'd post it.

As a side note, Knowledgestorm is an excellent tool for lead generation, so anyone who isn't familiar with it might want to give it a try.

Posted by at May 23, 2005 8:25 AM

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