Are you finding it difficult to get inbound leads to connect? The problem might not be what you’re saying—it could be how quickly you’re saying it.
Most sales reps are trained to respond to inbound leads immediately. While responsiveness is important, coming across as too eager can actually work against you. If you respond too quickly, you might inadvertently signal low social value, making it seem like your offering isn’t in high demand.
The Psychology of Social Value in Sales
Think about it—when you perceive a product, service, or person as highly sought after, it naturally increases their perceived value. But if someone is too available, it raises questions. Why aren’t they busier? Why aren’t others clamoring for their time?
This is why scarcity creates demand. The more in-demand something appears, the more desirable it becomes.
A Better Approach to Inbound Lead Responses
Instead of responding instantly to every inquiry, try this strategy:
If a lead comes in the morning, respond in the afternoon.
If a lead comes in the afternoon, respond the next morning.
This subtle delay achieves two things:
- It positions you as a high-value professional. Instead of seeming desperate for leads, you appear to be in demand.
- It builds intrigue and anticipation. When you aren’t instantly available, prospects are more curious and engaged when you do respond.
Of course, there’s a balance—you still want to be timely and professional. But by avoiding low social value and presenting yourself as a sought-after resource, you increase your perceived worth and improve your chances of converting leads into real opportunities.
The next time an inbound request comes in, resist the urge to reply instantly. A little patience might just make all the difference.
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