Following up can usually be a scary part of business, but here is why and how you should effectively follow up with your leads.
Here are 3 tips on how to follow up with your leads:
Why you should follow up:
According to NSEA research, trying to close the sales in the first few conversations is short-sighted and an undisciplined approach to doing business:
- 2% of sales are made on the first contact
- 3% of sales are made on the second contact
- 5% of sales are made on the third contact
- 10% of sales are made on the fourth contact
- 80% of sales are made on the fifth-twelfth contact
Tip #1: Use a follow-up schedule
Create and maintain an appropriate and timely follow-up schedule that outlines when calls and email follow-ups should be happening.
Tip #2: Use more than one method of communication
Use more than one way to reach out. Reach prospects on different professional platforms in order to stay top of mind and stand out from the competition.
Tip #3: Establish good rapport and clear expectations
At the end of each conversation, ask for permission to follow up with them after a certain period of time to operate in the realm of mutual respect and consideration when you follow up.