Perfecting Lead Follow-Up

Well hello, and welcome to Episode 57 of Aftershock Weekly. This week we’re going to talk about Lead Follow-up. It’s very important, because you spend a lot of time, a lot of money, and a lot of energy generating leads for your business, and you want to make sure they’re followed up with correctly so that you can get the maximum results.

Number one, you want to act right away. So when somebody submits a form on your website, asking for an inquiry for a product or service, you want to try to call or text within the first five minutes. If you don’t get a hold of them, you want to try to get a hold of them within the next 48 hours for a good follow-up. And when you’re following up with them after that first time, remind them that you called or texted before. And when you use this process, you’re nine times more likely to convert a lead by calling within the first 5 minutes, and if you wait past that first five minutes it can be ten times harder to reach the leads.

So number two, use automation. Now that you have a new lead come in, make sure that there’s a nurture sequence, so that after you’ve called, you’ve texted, and you’re trying to get a hold of this person—maybe you’ve already gotten a hold of them, and now you can put them on an email drip campaign, depending on how long the cycle is for your product or service. You can sort by whether they’ve opened an email, or whether you’ve talked to them, and you can put them on a sequence that’s further down the line. Or if you haven’t talked to them yet, you can have a sequence trying to nurture and get them in contact with you when they’re ready to make that purchase. By using these nurture sequences, it allows you to automate part of your process so that you can get in touch with people when you’re out prospecting or doing other things for your business.

Number three, go for no. Make sure that you are following up as much as you possibly can with each lead so that you maximize that opportunity. Believe it or not, 40-50% of leads are never followed up with. And you need to be reaching out at least five times to each lead to get in touch with them. I mean think about the last time where you bought something where you went online, you filled out a form, and you looked at a product and you had to talk to a salesperson. Did they just stop after the first time? Well, probably not. If you’ve ever bought a car, even online, if you put in information on a Camry that you’re looking for, chances are that they followed up not only by phone call, but you got an email shortly after, you might have gotten a text as well, and if they didn’t hear from you usually within the first 24 hours they’ve tried to contact you again. It’s a great process to follow, because you don’t want to be in that category of 40-50% of marketing dollars you spent on leads going directly to waste because you never followed up with them. So make sure that you keep going until you get a final answer from that prospect: a yes or a no.

So number one, act right away. Number two, use automation. And number three, go for no. Thanks for tuning in for this week’s episode of Aftershock Weekly. We’ll see you next week!