Locating leads is difficult enough, but once you find this valuable commodity, the next steps will determine whether a 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 and perfect timing. It’s an intimidating endeavor that can baffle even seasoned sales professionals. We’ll attempt to demystify following up with a lead with 5 important tips on how to follow up with a sales lead.
5 Important Tips on How to Follow Up with a Sales Lead
1. Have a follow up plan.
Have a plan in place before you launch a lead-capturing campaign. Such planning includes a follow-up schedule. Once you have the lead in your sales funnel, you won’t be forced into “flying by the seat of your pants.” You’ll increase your odds of selling by being ready to immediately react.
2. 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 there is no need to wait. Open the lines of communication and be prepared to impress.
3. 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. Moreover, research by Velocify revealed that calling a lead 6 times yields a 93% chance of making contact. Additional surveys have found that it takes an average of 8 contacts to get an initial meeting with a prospect. Be persistent, because once you finally make contact with a prospect, anything is possible.
4. 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, your communication should reveal a path to a solution, not just a list of your company’s accomplishments. There is nothing wrong with information that proves you or your company to be an expert in your field. However, that information 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.
5. Don’t forget to follow up with current clients.
Regardless of whether you are operating a garage, medical practice or hair salon, following up with your clients is paramount to your success. You want your clients to keep coming back. Therefore, following up after an appointment can give you the 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. Software Advice hails EZnet Scheduler® as one of the top-rated online appointment schedulers on the market today. EZnet Scheduler has built-in customer relationship-building tools like customer surveys.
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.