April 7, 2026
Speed to Lead
Michael Barbarita of Next Step CFO and Powerful Business Strategies will discuss the Speed to Lead – The value of a lead goes down dramatically if that lead isn’t followed up within 10 minutes.
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Hi, you have done to censure. Wow for you young.
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This is the pipe Man here on the Adventures of
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Pipe Man W four C Y Radio. And here we
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are again with the positively Pipeman segment of the Adventures
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of pipe Man, with our powerful business strategies with our
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resident expert Michael Barbarita from Next Step CFO.
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How are you fantastic? Thanks for having me team.
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I feel like I have the need for speed. Oh wait, no, no,
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be the speed to lead.
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Right, so let me yeah, so let me explain that.
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You know, I was talking with a high powered sales
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agency a couple of weeks ago, and they talk about
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this concept which makes all the sense in the world
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to me called speed to lead. Speed to lead means
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how fast are you getting back to your leads? And
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so amazingly, they had all the statistical data on it
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from their sales efforts, and they filed there's a ninety
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percent chance, a ninety percent greater chance of closing a deal,
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any deal, if you can get back to that lead
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within two minutes of their inquiry. Within ten minutes of
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their inquiry, it goes down to about thirty or forty
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percent greater chance. And then after that it fades off dramatically.
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So it's really, it's really amazing. And the reason is
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is that people forget what they sign up for. People
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forget what they inquire about. So it actually happened to
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me a couple of weeks ago where I inquired about
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a financial program and they didn't get back me for
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like a week, and I said, what is this about? What? What? What? What?
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What did I do? You know, kind of refreshed my
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memory and it gets things off to a bad start
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and then you and you actually forget here's the other thing.
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I actually forgot the reason why I made the inquiry.
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Hmmm, yeah, okay, exactly. They don't even remember your name
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after time if you wait even a few days.
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Right, that's right. And so it's really it's incredibly important.
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And like I said, this high powered sales agency that
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sells they sell high ticket items, you know, in the thousands, uh,
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for events and so forth. They they did did the
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analysis on it, and uh, what with their data shows
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because they make thousands of phone calls a day as
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an agency, and so with multiple people, and so what
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their data showde is that if you could get back
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to that person within two minutes, you have ninety percent
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better chance of not a ninety percent chance of closing them,
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a ninety percent better chance of closing them. It's also
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pretty impressive. I've tried it where and people are like, WHOA,
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I just I just I just made the inquiry. You
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know that They they're kind of impressed by the fact
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that you're following up and by the way it shows.
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I don't whatever type of business you're in that you're
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that you know you do follow up pretty pretty quickly.
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So it has a lot of advantages to it, and
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but most of it is top of mind.
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Yeah, and I got I gotta tell you that this
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is one of my favorite things right here, what you're saying,
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because I talk about it all the time, especially when
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I'm training salespeople or even my what I do for myself.
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Like even with show hosts on our podcast network, I
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tell them if they have a guest that's a potential
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sponsor that's on their show, they need to talk to
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that guest immediately after the showy and let them know
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ahead of time that you're going to talk immediately after
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the show, because first of all, that's when your relationship
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has added best. Okay, nothing negative has happened yet for sure,
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and you know again everything that you said as well,
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it's like you want it fresh and you want it
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while they're in a good mood about what they've already
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done with you. Now take other industries, you know, it's
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absolutely true. Even the people that say to call me back,
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they don't remember who you are when you call them
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back because they're saying that to everybody instead of saying no.
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They think that's easier. It's easier to get the salesperson
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they're out of their business or off the phone, you know,
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because they know if they say no, you're going to
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try objecting, you're not going to leave. But if you say, listen,
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I'm really interested, but I'm really busy right now now,
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call me back tomorrow, that's a blowoff. Most of the time,
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if it was important to them, yeah, they wouldn't do that,
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and they probably do that like twenty times a day,
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so they don't know who you are when you call
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the next day, or they just don't answer most of
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the time that's what they do. It's like then they
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just ghost you, which to me, it's totally rude, like
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just but they think they're not being rude. They think
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they're being rude by saying no to you. I say,
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it's more rude to stroke you like that. But that
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being said, that perception of theirs, they think they're doing
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the right thing, but they really are not interested exactly.
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And you know, with respect to getting ghosted. In two
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weeks weeks, I'm going to talk about follow up strategies,
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which are which the sales agency has proven work. Uh,
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And but we'll get to that in two weeks. But yeah,
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you know, it's the speed to lead. Is is significantly
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about top of mind because all the benefits, like in
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your case with the show, all the benefits of sponsoring
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are top of the mind because I'm just about the show,
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you know, so so that that's really where the advantages are.
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And for me to make a phone call that it's
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top of mind because they just submitted the inquiry.
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Yeah, and I'll say too that you know it's it
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is it is important, that's top of mind. And it's
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also the thing of you know, they circumstances happen in life,
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so today it could be top of mind and something
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they really want to do, and in two days they
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could have a car accident and a tax bill and
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multiple other things that it turns out now it's not
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top of mind. Now it's not a priority, and now
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they can't even do it.
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Yeah, yeah, and what you're calling about it's a distraction.
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Yeah, exactly exactly, which is really bad. And they thinked like, well,
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I can't spend any money because I got to do this.
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But yet if they had already made the decision and
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already spent the money, they would figure another way. They
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don't need to figure another way if they haven't spent
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the money.
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Yet, right, right, It's amazing how well it works. And
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I was shocked at the data. You know, I knew
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it would be better, you know, of course, but I
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didn't think it would be appreciably better. But it is
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appreciably better, and the drop off is appreciably negative.
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Yeah.
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The longer you wait so and you know a lot
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of people are going to say, well, I don't have
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to right away, dada, that's fine, but you've just reduced
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your chances of closing.
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I'll even add to that that when you know, you
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do accept the blowoff, like, you know, let's get or
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a second appointment next week. Okay. The fact that matter
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is is one of the worst things that happens is
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that you have to start from the beginning, like you went,
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you pitched them, you went over everything, they asked, their questions,
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and when you call them that second time, it's like
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that never happened.
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I know, it's amazing. I know it's amazing, But that sales. Yeah,
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that's that's how it works. And so by you know,
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by increasing your speed to lead, you're gonna notice dramatic
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changes in dramatic improvements.
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Well, I definitely feel the need for the speed to lead.
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And why don't you tell everybody how they reach out
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to you and check out next Steps a hell and
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all your powerful business strategies.
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Right, So they go to nexttep CFO dot net. Uh,
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they could fill out a form and get a free
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copy of my book called Powerful Business Strategies. I'd love
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I'd love them to, uh to take advantage of it.
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It's free. There are twenty three strategies in the book,
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and one of them we're going to be talking about
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in about three weeks again. One of the major strategies
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position of market dominance. UH. And they can learn all
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about it, and I think it'll be really really helpful
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for them. So they can just go to nexttep CFO
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dot net and you'll see an orange button where you
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can fill out the form and get a free book.
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Well, I love free books, so people better go and
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get that. Like, how can you lose? You know, it's
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a free book.
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You got lose, Yeah, but you have a lot to
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gain though there's a lot of good stuff in it.
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I have to say too that. Okay. So I was
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just watching somebody that was a former show host that
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does something down here in South Florida, and they were
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talking about how they love public speaking, which you don't
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really hear people say that, like it's like it's feared
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more than death. Okay, And so I think it's pretty
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cool that next week everybody's got tuned into the Adventures
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of Pipemin. Positively Pipemin for this powerful business strategy segment,
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because we're going to talk about the value of public speaking.
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Thank you for listening to the Adventures of Pipelin on
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w for CUI Radio.
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00:07:37.120 --> 00:07:37.720
116
00:07:37.560 --> 00:07:41.040
117
00:07:41.480 --> 00:07:43.800
118
00:07:43.800 --> 00:07:46.519
119
00:07:46.560 --> 00:07:49.519
120
00:07:49.680 --> 00:07:54.199
121
00:07:54.800 --> 00:07:55.160
122
00:07:55.680 --> 00:07:58.319
123
00:07:58.360 --> 00:07:59.800
124
00:07:59.839 --> 00:08:05.959
125
00:08:06.000 --> 00:08:07.079
126
00:08:07.720 --> 00:08:11.480
127
00:08:11.560 --> 00:08:14.800
128
00:08:14.839 --> 00:08:19.480
129
00:08:19.639 --> 00:08:22.480
130
00:08:22.480 --> 00:08:25.800
131
00:08:26.279 --> 00:08:32.360
132
00:08:32.440 --> 00:08:34.519
133
00:08:34.559 --> 00:08:35.399
134
00:08:36.000 --> 00:08:40.840
135
00:08:40.919 --> 00:08:44.120
136
00:08:44.240 --> 00:08:47.399
137
00:08:47.519 --> 00:08:49.279
138
00:08:49.559 --> 00:08:53.919
139
00:08:55.360 --> 00:08:57.600
140
00:08:57.639 --> 00:09:00.919
141
00:09:01.080 --> 00:09:02.960
142
00:09:03.320 --> 00:09:07.320
143
00:09:07.360 --> 00:09:09.799
144
00:09:09.799 --> 00:09:13.600
145
00:09:13.720 --> 00:09:16.240
146
00:09:16.240 --> 00:09:19.440
147
00:09:19.879 --> 00:09:22.279
148
00:09:22.840 --> 00:09:26.559
149
00:09:26.600 --> 00:09:30.240
150
00:09:30.240 --> 00:09:32.759
151
00:09:32.799 --> 00:09:34.720
152
00:09:34.840 --> 00:09:39.360
153
00:09:39.399 --> 00:09:42.840
154
00:09:44.200 --> 00:09:48.279
155
00:09:48.320 --> 00:09:51.360
156
00:09:51.399 --> 00:09:51.960
157
00:09:52.000 --> 00:09:54.320
158
00:09:54.360 --> 00:09:56.000
159
00:09:57.480 --> 00:10:01.320
160
00:10:01.480 --> 00:10:04.000
161
00:10:04.120 --> 00:10:06.159
162
00:10:06.200 --> 00:10:10.720
163
00:10:10.799 --> 00:10:15.159
164
00:10:15.320 --> 00:10:20.159
165
00:10:20.200 --> 00:10:23.960
166
00:10:23.960 --> 00:10:29.080
167
00:10:29.480 --> 00:10:32.240
168
00:10:33.440 --> 00:10:38.240
169
00:10:38.919 --> 00:10:41.639
