Absolutely, I agree every business needs to evaluate their own objectives in answering this question. I also think there is a difference in business development and sales in answering this question. In your case, focusing on business development, I can see how you would want to be a bit more nurturing and a lot less pouncing.

Thanks for commenting!

P.S., How ironic, my wife's great grandparents lived in County Tipperary. Smaller world than we think.

Absolutely, I agree every business needs to evaluate their own objectives in answering this question. I also think there is a difference in business development and sales in answering this question. In your case, focusing on business development, I can see how you would want to be a bit more nurturing and a lot less pouncing.

Thanks for commenting!

P.S., How ironic, my wife's great grandparents lived in County Tipperary. Smaller world than we think.

Absolutely, I agree every business needs to evaluate their own objectives in answering this question. I also think there is a difference in business development and sales in answering this question. In your case, focusing on business development, I can see how you would want to be a bit more nurturing and a lot less pouncing.

Thanks for commenting!

P.S., How ironic, my wife's great grandparents lived in County Tipperary. Smaller world than we think.

With some RE lead gen systems, you can see how many times and when folks return to check out properties online. I'm comfortable in saying that if I rang someone's phone a few moments after they returned to my site, there'd be a level of “how'd you hack my computer” going on. That being said, after a certain number of return visits, I'd begin a concerted, soft “service assistance” campaign via phone and email.

Help/Hurt conversion? Immediate response, in this day and age, yes, it would hurt. However, I can see as the consumer becomes more inured to the immediacy of communication that it will soon help conversion.

Glad to join the conversation Bill! Thanks for a great post!

The new twist is, once a lead is in your pipeline or in a nurturing campaign, can you push too hard with technology. For example, what if you could call them the moment they enter your website or the instant they open one of your emails. Would that help or hurt your conversion?

My opinion? Maybe that steps too far into the hard sell (I can't get the Kirby vacuum cleaner guy out of my house) arena.

What do you think?

Thanks for the comment Todd!