Locating leads is difficult enough, but once you find this valuable commodity the next steps will determine if this potential client becomes an actual client or just another missed opportunity. So, what’s next? Enter the follow up. An activity that demands the right balance of contact combined with perfect timing. It’s an intimidating endeavor that can even baffle seasoned sales professionals. We’ll attempt to demystify following up with a lead with five important tips. Hopefully guiding you to more sales and satisfied clients.
Have a follow up plan
Before launching a lead-capturing campaign make sure you have a plan in place. This includes a complete follow up schedule. Once you have the lead in your funnel you won’t be forced into crafting a plan by the seat of your pants. You’ll be ready to react immediately greatly upping your chance for a sale.
Don’t wait too long
Early is much better than late when it comes to contacting a lead. You may fear appearing needy if you pounce on a lead too soon, but nothing can harm your chances of landing a new client like ignoring them. They are obviously interested in your product or service so no need to wait. Open the lines of communication and be prepared to impress.
You’re giving up too easily
It can be disheartening when you write a compelling follow up message or call script only to have a lead ignore you. But giving up after only one or two tries is not the answer. Research by Velocify revealed that calling a lead 6 times yields a 93% chance of making contact. Additional surveys have found it takes an average of 8 touches to get an initial meeting with a prospect. Be persistent because once you finally make contact with a prospect anything is possible.
Solve a problem
When you are contacting a lead are you self-promoting or offering a solution? Whether you are speaking to a lead on the phone or sending an email, the copy should reveal a path to a solution not just include a list of accomplishments your company has earned. There is nothing wrong with information that proves you or your company is an expert in your field, but it should tie into helping your customer succeed. If your follow up doesn’t offer a solution, the chances a lead will become a client is practically zero.
Don’t forget to follow up with current clients
Regardless if you are operating a garage, medical practice or hair salon, following up with your clients is paramount to your success. You want to keep your clients coming back and following up after an appointment can give you an edge in creating loyal customers. This important task can be made easier with a software solution that not only provides an easy way for customers to schedule appointments but also features client feedback. Happy customers will become loyal customers.
Following up with a lead doesn’t have to be daunting when you know how to do it. Just make sure you have a solid plan in place, stick with the process and don’t give up.