In 60 Seconds
- •The 5-Minute Rule gets the contact. The 24-Hour Sequence gets the appointment.
- •Intensity: You cannot 'annoy' a lead in the first 24 hours. They have a problem *right now*. They want it solved *right now*.
- •The Cadence: Call 1 (0 min) -> SMS 1 (1 min) -> Email 1 (5 min) -> Call 2 (4 hours) -> SMS 2 (24 hours).
- •The 'Break-Up': If they don't reply in 24 hours, you must pivot from 'Urgent' tone to 'Nurture' tone.
- •Omni-Channel: Use Phone, SMS, and Email. Different people prefer different channels. Hit them all.
Most businesses give up after one phone call.
"I called, left a voicemail. Ball is in their court."
Wrong. The ball is never in the prospect's court. You are the professional. You control the court.
The first 24 hours determine 80% of your conversion. This is the "Shock and Awe" phase. You must demonstrate that you are the most responsive, professional option available.
The Sequence (Automation + Manual)
This assumes a "Generic Service Lead" (e.g., HVAC Repair Request).
Hour 0: The "Speed" Phase
- Minute 0: Speed to Lead protocol. (Auto-Text + Auto-Dial).
- Minute 5: The "Proof" Email.
- Subject: "Received your request - [Company Name]"
- Body: Keep it short. "We got it. A tech is reviewing. In the meantime, check out our [Reviews Link] to see who you're dealing with."
- Goal: Validation. Prove you aren't a scammer.
Hour 2: The "Nudge" Phase (If no answer)
- Minute 120: Manual SMS.
- Script: "Hey [Name], just checking in. Getting the schedule prepped for tomorrow—did you still need us to stop by?"
- Goal: Fear Of Missing Out (FOMO). "Schedule is filling up."
Hour 4: The "Double Tap" Phase
- Minute 240: Manual Call.
- Action: Call. If no answer, leave Voicemail.
- Voicemail Script: "Hi [Name], this is [Your Name]. I haven't heard back, so I assume you might be busy. I'll try one more time tomorrow. My direct line is [Number]."
Hour 24: The "Pivot" Phase
- Hour 24: Automated SMS.
- Script: "Hi [Name]. I haven't heard back, so I'm guessing you got this sorted or are just busy. I'll close this ticket for now. Feel free to text back anytime if you need us."
- Psychology: "The takeaway." When you say "I'm closing the ticket," people panic and reply "No! I still need you."
Why This Works
It feels aggressive to you. It feels "Attentive" to them.
They have a leaky roof. They are stressed. Silence increases stress. Communication decreases stress.
Verification Checklist
- Voicemail Drops: Do you use pre-recorded voicemails? (Saves reps time).
- Stop Logic: Does the sequence stop INSTANTLY if they reply? (Nothing is worse than automating a "Hello?" text after you already spoke to them).
- Weekend Logic: Does the sequence respect business hours? (Don't text at 2 AM).
Common Mistakes
[!CAUTION] The "Just Checking In" Text Never say "Just checking in." It adds zero value. Say: "Do you still have that leak?" "Do you want that 2 PM slot?" Ask a specific question that requires a Yes/No answer.
- Relying on Email: Email open rates are slow. In the first 24 hours, live in SMS and Phone.
- Ignoring the Weekend: If a lead comes in Saturday, and you wait until Monday, they are gone. Use After-Hours Response.
FAQ
Q: Won't they block me? A: If they block you, they weren't going to buy. You filtered a bad lead fast. Good.
Q: What if they reply "Stop"? A: Your system handles DND (Do Not Disturb) automatically. You walk away.
Sources and References
- LeadSimple: The Science of Sales Follow Up - Cadence data.
- Velocify: The Ultimate Guide to Inquiry Response - Benchmarks.
Changelog
- 2024-06-08: Initial publication.
Read Next in This Hub:
- No Response Leads - What happens after day 1.
- Speed to Lead - Winning the first 5 minutes.
Related System:
- Automation Architecture - We build the flows.