How to Effectively Follow up on Sales Leads

Most Businesses focus so much on generating leads and fail to make plans on how to follow up on the leads generated. A user who gives you their email (opt-in to your list) has more like opened the door for you to sell to them. They’ll likely not be the one to chase you so follow-up is extremely crucial in such respect.

If you’re struggling to generate quality leads for your business, you may want to read my post on 5 Effective Ways To Generate Leads On a Budget

As a business, you should make plans to strategically and effectively follow up on your leads without making them lose interest or scaring them off by coming on too strongly. People actually want solutions to problems but first, they love a sense of trust, which comes about when you build a relationship with your subscribers, before getting them to make buying decisions.

In this article, I have highlighted five (5) great tips that will guide you on how to effectively follow up on sales leads and increase your chances of turning them into loyal customers.

1. Segment Your Leads

Each type of lead you get will require a different kind of approach depending on your lead source. Some leads may require more follow up than others and so sales teams should be concentrating more efforts on handling only the hottest, most qualified leads.

For instance, a lead from your email newsletter campaign as opposed to a lead that filled out a ‘contact me’ form are on a different level in the sales funnel and should be approached accordingly.

Organize your leads into groups, to better understand the level of the leads so you don’t end up treating them the same way. 

If you’re interested in doing a more robust lead scoring analysis there are software programs available for such, these programs separate your leads based on point values you assign to various consumer behaviors, or you segment leads by applying tags to specific actions taken on your newsletter and click-throughs, then move leads from group to group as you get to know them better, converting them into paying clients.

2. Don’t sit on leads, act on them

Reaching out early gives you a better chance of converting your lead. That moment when they are full of questions and require solutions to their problems, arrange for a ‘thank you’ email or phone call to be made within 12-24 hours of receiving the lead. Patiently answer any questions they may have to show the care and attention you provide to each customer.

If a lead is in urgent need of answers, they won’t sit back and wait to hear from you, they’ll continue to search for someone who can help them. Always be ready to follow up before your competition helps you out.

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3. Personalize Your Communication

Personalize your follow up messages by including the recipient’s name in your emails, sending them information based on the pages visited on your website, or responding personally to their inquiries instead of pushing automated responses. 

This will help you provide effective service and a 360-degree customer experience. Customers want to feel listened to, understood and valued. Remember you’re aim is to build a relationship and to become a trusted partner.

4. Use Various Communication Channels

There are many options at your disposal when it comes to following up and keeping in touch with leads. For instance, you can use LinkedIn to research and find out about leads before you call them.

Use different channels like social media, email, and phone calls to connect with potential clients.

You don’t have to use every communication tool you have, just ensure that you’re readily available on your lead’s preferred medium, respond to social media messages quickly, answer your phone and return calls promptly, and check your inbox.

5. Track Communications

Customer relations management system allows you to keep a record of the number of leads you’re getting in, the customers you have reached out to and the result of those communications.

If you don’t have a CRM system, Microsoft Excel is there for your use. Simply, create a spreadsheet and input your prospects contact information and notes regarding the dates and methods used to reach out to those leads.

Generally, to effectively follow up with your leads and close in on your deals segment your leads, be proactive, personalize your communication, use various channels, have a plan, and always track your communications.

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