April 7, 2026

Speed to Lead

Show Notes
Transcript

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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