If you are like any successful sales agent or sales manager, you probably see a bunch of internet leads come in on a regular basis. You might be sceptical of the quality of these leads; you might even have learned that a lot of them could be a waste of your precious time.

What you may not know are some interesting trends that could quite possibly help you convert those leads into actual business.

1. Response Time - recent studies have shown that the Internet customer expects a response in under 6 hours.
2. Competition - Because of the the nature of the medium, a potential customer that contacts you through the internet will, on average submit a 'Request for Information'  (or RFI ) to more than one provider.
3. Quality Of Response - the impression you give your prospect when you make follow-up contact is very important. A simple automated email responder is not enough, it must be followed up with a phone call. It is, however, acceptable to respond to the internet lead via email to further validate their information and qualify the lead before you pick up the phone. But, you must do this within a 2-6 hour period of the lead submission.
4. Adjust Your Expectations - do not expect every internet lead to be golden. The prospects information, however should be treated like gold! Use the information to try and understand more about the prospect when you do talk to them. Find out more about other policies they might be interested in. And, most importantly, add them to your list of regular prospects (your contacts database) to stay in touch with periodically.
5. Upgrade Your Lead Capture Forms - make sure you have the required fields programmed correctly; implement a random image/number generator to discourage auto submissions; provide an incentive to users to fill in more (optional) information that help you learn more of the prospect's customized needs.

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