Tom Ferry’s Million Dollar Lead Follow Up Strategy
Why perform a lead follow-up?
Businesses follow up on leads to connect with them and turn them into customers. There are a number of additional motives to follow up on leads, including:
What is a lead follow-up?
A lead follow-up is a technique for connecting a company with prospective customers who came in through recommendations or other marketing channels. By following up on leads, businesses can build relationships with them and assist them in becoming devoted, paying customers. Since leads can’t yet invest in the brand, lead follow-up is a delicate process. To maximize success, follow-ups must be considerate, direct, and based on the interests of the leads.
How to follow up on a lead
During the follow-up process, there are specific steps to follow to ensure a professional approach and make the lead feel at ease, valuable, and prepared to convert to a paying customer Here are some ways to follow up on a lead:
1. Choose the right point of contact
Reaching out to leads via their preferred channels is necessary for connecting with them. The proper point of contact can guarantee that your message reaches the lead and is effective. You can get in touch with your prospects using social media, email, phone numbers, physical flyers, and promotions. Choosing the right point of contact depends on the situation.
Most times, businesses start by reaching out via email. A special offer for the new lead is typically included in the opening paragraph to persuade them to respond to the call to action (CTA). Emails are a friendly, direct method of getting in touch with leads while still giving them time to consider it. A telephone call can put your leads in a difficult situation because it is more direct. You might reach some people at the wrong time or some people might not feel comfortable making a quick decision at that precise moment. Emails are adaptable, efficient, and maintain a personal touch to give your brand a more personable feel.
2. Act quickly
The quickness of your actions is one of the key elements of a successful follow-up. Following up with leads as soon as you can is a good idea; ideally, this should be done between five and thirty minutes after receiving a lead. This facilitates communication and demonstrates your responsiveness to the lead. The fact that the response was prompt and succinct can also help them feel more at ease with the brand. When you receive a lead and don’t follow up for a while, the lead might look elsewhere or forget they ever inquired about your goods and services.
3. Solve the leads problem
Leads look for companies, goods, or services that can assist them in solving a problem. For instance, a person seeking marketing services may be attempting to address the issues of inadequate brand recognition and low revenue. It’s crucial to keep in mind the issue you’re resolving for your leads and to let them know during the preliminary contact stage. Give customers information that is clear, concise, and relates to their needs about your goods or services. To establish a base line from which to build upon, it is helpful to directly inquire about the needs or issues of the customer.
4. Personalize communication
Making leads feel welcomed and appreciated is essential to the follow-up procedure because it fosters the development of a personal bond between the lead and the brand. Personalizing your communication can add a special touch of personalization to your emails, calls, or follow-up messages to make the lead feel more at ease. Include details like the lead’s name, personally responding to online inquiries, or offering details based on the goods or services they were looking for
5. Continue to follow up
It’s crucial to stay in touch with your leads after the initial contact. People occasionally simply forget to respond or their needs unexpectedly change. To let your leads know that you are still available to meet their needs, you can follow up every week with a promotional email or personalized message. Respecting those boundaries can demonstrate your genuine concern for their needs and your ability to adapt to them if a lead becomes uncomfortable with frequent communication. Mutual respect can increase future clients’ trust and their likelihood of converting from leads to paying clients.
FAQ
What is lead follow up?
Reaching out to a lead who has previously engaged with your brand is known as lead follow-up. Salespeople still typically view these sales calls as challenging despite the fact that they don’t dread them as much as they might dread cold calling.
How do you effectively follow up leads?
- Categorize your leads. Organizing your leads into categories makes it simpler for your team to coordinate a follow-up plan.
- Offer multiple follow-up channels. …
- Schedule your conversations with leads. …
- Avoid sales pitches. …
- Share your content. …
- Review your call analytics.
How often should you follow up with a lead?
In most cases, once a month is not frequently enough, and every day will be far too frequently. In most cases, I believe once a week or less is appropriate. Understanding your prospect’s timeframe is the best thing you can do when it comes to spacing out your follow-ups.
