Looking for a quick and effective way to improve your inbound responses and convert more leads? The answer might be counterintuitive: slow down.
Yes, responsiveness is an important quality in sales. But there’s a difference between being attentive and appearing too eager. Many sales reps jump on inbound leads the moment they arrive, responding almost instantly. While this might seem like a smart move, it can actually have the opposite effect—making you seem too available, as if you don’t have many other prospects demanding your attention.
Instead, try what I do:
- If I receive an inbound lead in the morning, I wait until the afternoon to respond.
- If a lead comes in the afternoon, I follow up the next morning.
This slight delay serves two important purposes:
- It positions you as a high-value professional. When prospects perceive you as a scarce resource—someone whose time is in demand—they inherently view you as more valuable.
- It builds anticipation and curiosity. A well-timed response gives the impression that you are busy working with other successful clients, increasing your credibility and desirability.
Of course, the key here is balance. You still need to be responsive to your inbound leads, but make sure to do that in a way that subtly suggests your time is valuable. By managing your inbound responses strategically, you can create an impression of exclusivity and authority—both of which can lead to stronger conversions.
So next time an inbound lead comes in, pause. Resist the urge to respond immediately. A well-timed response might just be the secret to winning more deals.
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