![\"5](\"https://mercurylabsmarketing.com/wp-content/uploads/2016/01/5seconds-rule.jpg\")
In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients\u2019 businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.
\n\n\n\nRelated: Multichannel Marketing: Is It Worth Adopting To?
\n\n\n\nIn this article, find out how Mercury Labs created and employed a \u20185 second to 5 minute\u201d calling process that generated over $350,000 additional revenue or a 40% increase in sales.
\n\n\n\nDuring the 2014 goal setting meeting, Mercury Labs saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.
\n\n\n\nAside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers\u2019 queries and addressing any concerns they may have.
\n\n\n\nLearn how to get a booked meeting with discovery calls.
\n\n\n\nThe 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:
\n\n\n\nStep1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.
\n\n\n\nStep2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.
\n\n\n\nStep3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.
\n\n\n\nReal-time Monitoring Chance Rate at Second Intervals
\n\n\n\nSoftware Advice, The Online B2B Buyer Behavior Report by Derek Singleton
\n\n\n\nConversion Chance Rate by Minute Intervals
\n\n\n\n![\"Conversion](\"https://mercurylabsmarketing.com/wp-content/uploads/2016/01/01Conversion-table.jpg\")
\n\n\n\n\nThe shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!
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Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team.
\n\n\n\nThis clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only.
\n\n\n\nYou might also like: A Case Study: How Telemarketing Boost Online Advertising
\n\n\n\nOnce qualified, the OS Team is quick to take the transferred call and present Mercury Labs\u2019s products and services to the prospect in a period of 2 to 2.5 minutes.
\n\n\n\nPractically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.
\n\n\n\nEven David Dodd of Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’
\n\n\n\nSince inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.
\n\n\n\n![\"Mercury](\"https://mercurylabsmarketing.com/wp-content/uploads/2016/01/02table.jpg\")
Find out how \u20185 second to 5 minute\u201d calling process was created and employed that generated over $350,000 additional revenue or a 40% increase in sales.
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