"The idea is to act during the time of highest interest and when they have presence (meaning they’re at their desk) rather than after they’ve moved on to other alternatives."
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An important element of successfully closing sales is speed of action. It always surprises me when companies generate leads through digital marketing, their website and trade shows and 90% of them languish on people’s desks for weeks or even months.
It’s the same with things like proposals. Make sure your proposals are set up in a way that when you speak with a prospect and they request something in writing, you can have it in their hands within an hour.
Finally, call people back and respond to emails quickly. Studies done analyzing millions of interactions have found that the odds of receiving a response from a prospect decreases dramatically as time passes. Immediately is better than in an hour, an hour is better than in a day, a day is better than in a week and so on. The idea is to act during the time of highest interest and when they have presence (meaning they’re at their desk) rather than after they’ve moved on to other alternatives.