Jiu Jitsu Marketing

Your next student just inquired.
How quickly will you respond?

A new inquiry is an opportunity to start a conversation—not another task to leave until the end of class. Here’s the research behind our five-minute lead-alert message, and how we recommend putting it to work at your academy.

Five minutes versus thirty.
A striking difference.

The 2007 InsideSales.com study with James Oldroyd, then a Faculty Fellow at MIT, examined three years of records from six companies: more than 15,000 web leads and 100,000 call attempts.

  • 21-fold lower qualification odds at 30 minutes compared with five minutes.
  • 100-fold lower contact odds over that same interval.
  • Four-fold lower qualification odds at ten minutes compared with five.

“Contact” meant reaching a person for a defined call duration. “Qualification” meant willingness to enter the sales process; definitions varied by company. This analysis did not measure closed sales.

Read the original report: printed pages 20–21 and 27.

Use the finding.
Understand its limits.

This is historical, vendor-sponsored research about phone responses to web inquiries—not a BJJ enrollment study. It shows an association, not a guaranteed result for your school. A change in odds is not a percentage of leads lost: it does not establish that 95% disappear after five minutes.

Our takeaway for academy owners: make a fast, helpful response part of your enrollment process. Measure what actually happens at your school.

Give every inquiry
a faster path to a trial.

The following is JJM’s practical recommendation, rather than a finding tested in the study:

  1. Get alerted immediately. Send new inquiries to the person responsible through SMS and email.
  2. Assign a backup. Decide who responds while you’re teaching.
  3. Aim for a personal response within five minutes during staffed hours. Answer the prospect’s question and offer a clear next step.
  4. Keep the conversation moving. Use automated acknowledgment and follow-up to support your team. An automatic receipt is not the same as a conversation.
  5. Track the outcomes. Review time to first response, conversations, booked trials, attendance and enrollments. For after-hours inquiries, set expectations and follow up when your team returns.

JJM’s instant SMS and email lead alerts help you spot inquiries quickly. Pair them with a clear response process so your next prospective student gets attention while their interest is fresh.

Put faster follow-up
to work for your academy.

Talk with JackJitsu about connecting your website inquiries, lead alerts and follow-up into a practical system for your school.

Independent summary by Jiu Jitsu Marketing. Source: InsideSales.com / James Oldroyd, Lead Response Management research report (2007). View the original research PDF.

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