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This series gathers advice from Kommo Expert Partners to help you solve the business problems that keep you up at night. Today we tackle one of the most tricky and challenging processes — how to follow up on sales leads.
I own a small business doing interior renovations. Business has been really good lately, so I decided to invest in its growth by hiring a few sales guys. The issue is that after 4 months, this still hasn't shown any actual impact... my labor costs have gone up, but where are the returns?
I have a website, and we collect leads via form. Once the sales team gets on the phone, they do a great job of representing the company, but the leads just aren't interested. Based on my own investigation, I think the root of the problem is our response speed. I've read everywhere that you should follow up on sales leads within 5 minutes (!), but this just seems impossible! It usually takes us at least a couple of hours (and sometimes a whole day).
Does following up fast really make a difference? How can I increase my response speed?
Alexander Zhitmarev, a Kommo Expert Partner and the founder of crm1.biz, explains that getting there first is what matters most:
Phil McKeown, the founder and CEO of McKeown MarKeting, also suggests improving speed, but with the help of automation:
On the other hand, Vijay Narayan, the CMO and founder at Business Dynamiks, acknowledges the importance of speed, but he says that the root problem could be something entirely different: