If a sales lead 1) already knows they have a business-related problem, 2) has researched possible solutions, and 3) is not comparing different vendors, they are likely in the Consideration or even Decision stage. That means you should follow up with them as soon as possible, lest they take their business elsewhere. If, however, they have simply checked out some of your blog posts or have liked a Facebook post, this doesn’t give any real indication that they are ready to buy. If you slide into their inbox asking to schedule a call, they are likely to leave you on “read”. Time For warm-to-hot sales leads, though, time is of the essence. You will want to follow up with these prospects as soon as possible – preferably within a few hours but definitely within 2 days.
For cold leads, or leads that are at the Epiphany or Awareness stage, you can follow up within a few days with content or a campaign that will move them down your sales funnel. There’s no rush here, as your goal is to nurture them until they express more interest in your offer. Frequency When it comes to lead follow up, you also want to Phone Number Database consider the frequency as well. The average salesperson only follows up 1.3 times. However, studies have found that following up 6 times actually increases your chances of making contact by 70%. For top-of-funnel leads, you’ll likely have to follow up quite a few times over the course of a few weeks until they drop off or express interest in your offer.
This is why it’s often effective to launch a strategy lead nurturing campaign with the help of a skilled copywriter. Medium How you follow up depends on what seems appropriate for where the lead is at in your funnel. It’s important to consider how you have been communicated with them thus far. If a lead opts into a free downloadable ebook, it makes sense to funnel them into your email campaign. It may, however, be too aggressive to email them directly asking if they want to schedule a call. As leads move down your funnel, you’ll begin to take a more personalized approach. Scheduling a video or phone chat makes sense here. For one, they’ll be more inclined to speak to you if they are already interested in your offer. You won’t waste time scheduling calls with wishy-washy leads.