Flaws in Handling New Business Inquiries→

The WAV Group had researchers pose as consumers and make inquiries with real estate brokers.

They found that:

  • 48% of buyer inquiries were NEVER responded to.
  • Average number of call back attempts after the initial contact was 1.5
  • Average number of email contact attempts was 2.07
  • Average response time was 917 minutes (or 15.29 hours)

Their results are about right for technology consultants as well, in my experience.