Just like the Underpants Gnomes they find themselves putting in a lot of effort in Phase 1 and not seeing the results they expected to happen in Phase 3.  So what should Phase 2 have been?

 

Having your in bound leads qualified as soon as they are generated or asap is crucial. I had done a post earlier this year on how important those first 5 minutes and the first 24 hours after the web lead has been generated are and how they can impact your conversion. Ideally every online lead generated should be followed up and qualified or scored within the first 24 hours but this is often easier said than done. With the focus on generating the maximum volumes of online leads, there isn’t enough emphasis or bandwith dedicated to putting a lead qualification process into place which can keep up with the inflow of leads. So whether you opt for a lead qualification service like we do for our customers here at ReadyContacts or have an inhouse process to respond and score your leads soon after they are generated, there is just one thing to remember from the ineffectiveness of the Underpants Gnomes’ business plan. You need to have Phase 2 right to get to Phase 3.