Most salespeople give up too soon when trying to close a sale. Having an ongoing, effective lead follow-up strategy is the only way to achieve the desired results.
If you are wondering how to follow up with leads or how to develop a follow-up sales lead strategy, you are in the right place. Keep reading to learn about some of the most effective methods you can try.
1. Create and Use a Follow Up Schedule
You can’t leave lead follow-up to chance. You have to get specific.
Create a follow up schedule that outlines when you will call and email sales leads. Make sure you share this with your team to ensure everyone is on the same page.
The goal is maintaining a timely and appropriate follow up plan, no matter if the lead is ready to sign a contract or wants you to reach out to them in three months.
You can extend your follow up schedule up to 12 months from your initial contact. Just ensure the frequency and tenor of your communications change as time passes and how interested they are.
When you are looking for a new sales representative for hire, be sure they are fully trained on how to follow up on leads and give them your lead follow up schedule.
2. Segment Your Leads
Every lead requires unique messaging. Consider how the lead found you. It may need some warming or be hot and ready to close.
Try organizing your leads into three basic categories:
While this may seem remedial, it’s going to help you create an effective follow up strategy.
3. Be Consistent, Not Predictable
Most salespeople never follow up with a prospect because they want to avoid being seen as desperate or clingy. It could be due to fear – after all, no one wants to feel rejected.
It makes sense. If someone did not respond to your first email, chances are they aren’t interested.
What you may not realize is that this isn’t always the case.
Part of learning how to follow up on a sales lead means understanding how prospects think. Some prospects need to do more research and want help during this stage.
At this point, they are at the awareness stage, which means they need more information and resources to learn more about your company.
Getting the Lead Follow Up Process Right
Putting time and effort into lead follow up is a must for any salesperson. Even if you think the prospect isn’t interested, this isn’t always the case.
Using the tips and information above will help you create a follow up process that helps you get more conversions and better results.
Are you searching for more information on topics like business, software, and technology? If so, be sure to read some of the other blogs posted on our site.