Table of Content:
How To Follow Up On Sales Leads
In a Nutshell
Implementing the tips in the blog post can help you build relationships with potential customers, generate more sales leads, and increase your conversion rate. Knowing how to effectively follow up on sales leads can help you maximize your sales and boost your bottom line.
- Define the different types of sales leads and determine which ones your business should target.
- Create a sales process that includes an initial contact, a follow-up process, and a closing the deal step.
- Choose the right channel for your outreach strategy, such as phone calls, text messages, emails, and snail mail.
- Make sure to contact the decision maker in order to maximize the chances of success.
- Respond within one minute to make your sales funnel multiple times more effective.
Your marketing campaign has been successful in generating new leads, but the real challenge lies in converting these prospects into actual sales.
Market Donut's research shows that 80% of leads require five follow-ups before they convert into sales; unfortunately, only 8% of salespeople follow up this many times. To maximize your chances for success, it's essential to follow up effectively and strategically.
Maximizing Sales: 5 Essential Steps to Follow Up with Leads and Turn Them Into Clients
1. Define The Different Types of Sales Leads
Hot leads are those who are actively searching for a solution to their problem and are ready to buy. Hot leads are the most valuable and should be responded to quickly.
Warm leads are those who are interested in your product or service but may not be ready to make a purchase yet. They still need to be nurtured and given more information before they decide to buy.
Cold leads are those who have had minimal contact and are not actively searching for a solution. Cold leads need more time and effort to be converted and should be nurtured over the long-term.
2. Define Your Sales Process
The Initial Contact
The initial contact is the most important step in the sales process. It's where you introduce yourself and your company to the prospect and let them know how you can help them. Make sure to do your research beforehand to make sure that you are providing relevant and useful information to the customer. Ask the right questions to collect the right information and set the right expectations.
The Follow Up Process
Once you have made the initial contact, it is important to follow up in order to move the lead closer to a sale. Follow-up methods may include phone calls, text messages, emails, and snail mail. Be consistent with your follow-up and make sure that you contact the decision maker in order to increase your chances of success. Additionally, research shows that responding within one minute can make your sales funnel multiple times more effective.
Closing The Deal
Once you have made the initial contact and established a follow-up process, it is time to close the deal. Focus on solving the customer’s pain points and present your product or service as the solution. Ask questions to ensure that the customer is confident in their decision and make sure to address any questions or concerns they may have. Finally, make sure to thank the customer for their business and ensure them that you are there for them if they need any additional help.
3. Choose The Right Channel
Use Different Phone Numbers
Phone calls are a great way to make a personal connection with the customer and establish trust. However, it is important to use different phone numbers for different campaigns in order to track the effectiveness of each. Additionally, using different numbers can help you to target different customer segments and tailor your message accordingly.
Text messages are a great way to stay in touch with customers and ensure that they are aware of any offers or promotions that you may be running. Be sure to personalize your messages and provide relevant content in order to increase the chances of conversion.
Follow Up Email Sequence
Email is a great way to build relationships with customers and keep them engaged. Sending multiple emails over a period of time can help to increase the chances of conversion. Be sure to use personalization and A/B testing to optimize your email campaigns.
Snail mail is still an effective way of reaching out to customers. Sales reps usually feel it's more personal and it gives them a better chance of standing out from the competition. Make sure to include a call to action and a clear message to increase the chances of success.
4. Make Sure You Contact The Decision Maker
It's not enough to get the prospect's attention and solve their pain points. You also need to make sure you are talking to the right person if you want to convert the lead into a sale. Find out who the decision maker is and make sure to contact them directly.
5. Respond Within 1 Minute To Make Your Sales Funnel Multiple Times More Effecctive
Data shows that conversion rates increase significantly when a rep responds to a lead within 1 minute. Use automation tools like Convolo.ai and their on demand lead reps to ensure that every lead that comes in will get a call from a sales person within one minute.
Frequently Asked Questions (FAQ)
How important is the initial contact for lead follow up as part of my strategy for managing leads?
The initial contact is one of the most important steps in the sales process. It's where you introduce yourself and your company to the prospect and let them know how you can help them. Make sure to do your research beforehand and ask the right questions to collect the right information and set the right expectations.
How important is the follow up schedule as part of the sales follow up?
The follow up schedule is critical for sales success. A systematic and consistent approach to follow up gives prospects the best chance of converting into customers. Follow-up should be prompt, personalized and include multiple touchpoints. You should make sure that you’re following up with each lead at least once a week to ensure that your message gets through.
What subject line has shown best results for follow up emails to prospective clients?
Tone of voice is a subtle yet important factor in any writing, especially when you are trying to communicate informative ideas.
How you word your thoughts and present your arguments or facts can have an impact on how the message is received by readers. When selecting an appropriate tone, it's important to consider your audience and the message that you are trying to deliver.
It should fit with the overall mood of the content and should guide the reader through relevant points in a manner that effectively conveys your thoughts. By ensuring that each communication has the proper tone of voice, you can enhance the strength and effectiveness of your writing.
How can a sales team use a new blog post as part of their follow up strategy with potential customers?
A blog post can be used as an effective follow up strategy for a sales team by providing potential customers with additional value and context.
By crafting blog posts that are informative, engaging, and relevant to the customer's needs and interests, the sales team can strengthen their relationships with potential customers.
Additionally, these blog posts can provide added incentives such as discounts, promotions, and special offers to encourage the customer to take action.
By leveraging blog posts as part of their follow up strategy, sales teams can provide potential customers with valuable information and enhance the overall experience. This will help them create a positive impression that may ultimately lead to more successful sales.
After how many calls should we stop contacting a prospective client and move to email marketing and other less formal channels to increase response rates?
The number of calls needed to contact a prospective client will depend on the specific circumstances and industry.
For example, if it is a high-value customer, more calls may be necessary before transitioning to email marketing or other less formal channels. However, in general, after three attempts at contact over the telephone - either with voicemails or direct conversations - it is recommended to transition to email or other less-formal channels.
Additionally, conducting research into the customer's preferences and interests can help you determine which form of communication will be most effective for each individual customer. For instance, some customers may prefer emails while others may favor text messages or social media platforms. Keeping these customer preferences in mind when developing a communication plan can help you create a more effective customer outreach strategy.
Ultimately, customer outreach is most successful when it is personalized and tailored to individual needs and interests. While there are some strategies that tend to work well across different industries, the best approach will always vary from one situation to the next. As such, it is important to conduct research and evaluate each customer’s unique wants and needs before moving forward with an outreach plan. Doing so will help you develop a more effective strategy that will have better results in the long run.