Following up with leads
Fact: There’s no such thing as a bad team, only bad coaches. The most important thing you can do is practice following up with leads. A lead is a customer that hasn’t been sold yet. This is a harsh reality for most business owners to accept, but if your team isn’t closing leads it’s because they’re not following up correctly. The money is in the follow up! The most important thing I can tell anyone struggling with closing digital prospects, is to practice following up with leads.
Did you know that if you contact a lead within 1 minute of its’ submission, Sales conversions are 391% higher? No not presentations, actual conversions. Only 1% of all US companies enjoy this kind of conversion rate.
Did you know if it takes longer then 5 minutes to contact a lead after submission, the conversion rate is 80% lower? Only 7 % of US companies are contacting their leads within the first 5 to 10 minutes.
If it takes you longer then 15 minutes to contact a lead, you might as well call it a loss. You can definitely still close the sale, but it will be so much harder to actually get ahold of the prospect. You could be playing phone tag for months!
What following up with leads looks like
There are many ways to follow up with a lead. Depending on what you’re selling, certain methods might make more sense. Typically a phone call is the best, but if that’s not an option you can also use:
- Voicemail 📱
- Email 📩
- Text message 🔔
- Physical mail 📬
- Hands down actually talking to someone on the phone or in person is the most effective method.
Your top salesperson must be notified of lead submissions immediately so they can reach out within that first minute. If that 1 minute marker is not possible, absolutely 100% you need to reach out within the first 5 minutes.
It takes practice
Following up with leads takes practice. Just like Effective Door Knocking, you’ll need something of a script. Practice different script variations until you find what works. It could take a while but once those deals start closing, you’ll be glad you took the time to refine your art.
Following up with leads can be tricky. However, if you follow up as quickly as possible you’ve just used a secret weapon and your conversions will show that. As with anything in sales keep practicing until it becomes second nature!
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