James Dooley Podcast

James Dooley:
Speed to lead is one of the most important parts of converting leads. As a lead generation agency, we want to be making certain that our customers’ speed to lead time is very important. Today I’m joined with Kazra Dash and Kazra, I want to jump straight in with regards to GoHighLevel CRM software and why GoHighLevel has been great at improving our speed to lead.

Kazra Dash:
Yeah. So, a lot of people think that obviously ranking on SEO, ranking on Google is great, getting leads on PPC is amazing, getting leads on Facebook is great, but if your speed to lead is slow, let’s say your sales guy is out on lunch and that lead needs to be contacted right there and then, there is usually a drop-off rate. I believe they say acting within the first five minutes is really critical. Now what we’ve been doing for a lot of our clients and also for ourselves on our own websites is improving the speed to lead. Within GoHighLevel there are automatic follow-ups. So let’s say somebody lands on your website, fills in a contact form, and they get an automatic response saying we’ve got your contact details and we’ll be contacting you within the next 20 minutes. There are also cases where you’ve used it yourself, James, and you’ve said something simple like we’re going to be contacting you from this telephone number. Stuff like that is great because it warms up the lead and adds a couple more touch points.

James Dooley:
Yeah, for sure. For me, with regards to generating enquiries, I want to be making certain that my customers’ speed to lead time is as short as possible. There’s nothing worse than sending an enquiry through and someone not responding for 30 minutes or an hour. What I love about GoHighLevel is being able to automate that initial response because if someone’s out at lunch, I can’t afford that lead not being responded to for an hour. GoHighLevel is able to handle that initial response. How does this compare to other CRMs when it comes to speed to lead? What makes GoHighLevel different?

Kazra Dash:
I think it comes down to a few things. You’ve got the automatic workflows, which I’ll show in a second. The price is a big factor as well. I’ve checked out HubSpot and Salesforce and they’re miles more expensive for relatively similar functionality. I also like how easy GoHighLevel is to use. I’ll share my screen and show you a few things.

Kazra Dash:
This is within the automation section. You can set up a trigger to fire every time a lead form is submitted. You choose the form, for example an accountancy form, and save the trigger. Then you decide what happens next. I usually create everyone as a contact because it allows WhatsApp follow-ups, SMS messages, and more. You can also send a follow-up email. You can personalise the sender name, subject line, and message. For example, you can say we’ll be contacting you within the next 120 seconds from this telephone number. That’s powerful because of call blocking. When someone sees that email first, the call is more likely to be answered. It improves contact rate and lead quality.

James Dooley:
Yeah. And for me, the big thing is that we had loads of customers using ActiveCampaign, mail merge, separate WhatsApp tools, separate SMS tools. GoHighLevel puts everything under one roof. WhatsApp, SMS, email, all in one system. You can follow up automatically if they don’t respond to email by switching to WhatsApp or SMS. The main thing is reducing speed to lead. Anyone watching this should understand how critical that first response time is. You should be tracking your KPIs around it.

James Dooley:
Speed to lead is the measurement of how quickly a business responds to a prospect after they express interest, such as filling out a form or requesting a demo. Acting within five minutes can increase conversion rates by up to 100 percent compared to waiting 30 minutes, massively increasing the likelihood of closing the lead. If you’re already getting leads through PPC or Facebook ads but want to improve your close rate, this is where you should be focusing.