When Do I Follow Up?
What we do for you
As a consulting Lead generation agency, we are all about getting you positive responses, this means that leads do come up which will ask for meetings, but also ones who have questions about your product or would like to speak further. This is about getting you opportunities for now and the short to medium term future
What different types of lead do we generate?
We are here to generate you Qualified Leads. That being said, during the process of this, we will also come across future opportunities which we want to involve your sales people in.
As you know, we build the pipeline for you in addition to providing you with leads. We have now made it possible for you to have live notifications and insight into the future pipeline being built via LinkedIn:
Opt-Ins to future contact
Renewal dates
Prospects who are happy to keep in touch
Specific future callbacks
Insight into when is best to follow up
What counts as a Qualified Lead?
Here is the definition of a Qualified Lead, we optimise the leads we generate based on our experience as a Consulting Lead generation agency. Where a Prospect provides a positive response to Agent’s contact, as evidenced by Agent’s proof provided. Examples of this include, but isn’t limited to;
What counts as a Telemarketing Lead?
Here are the types of Telemarketing Lead:
We’ve established the standard that’s been agreed in the latest Script
We’ve booked phone/online meeting or arranged for you to contact the prospect via phone
A qualified callback or follow up for future contact
What counts as a Web Chat Lead?
Here’s the two types of Web Chat Lead:
We’ve established the standard that’s been agreed in the latest Chat Matrix
We’ve booked phone/online meeting or secured a request for you to contact the prospect via phone or email
We work with you to qualify the data we contact prior to contact. Any positive responses from our campaign will count as a lead, even if the lead doesn’t convert or you do not make contact with them.
What do I do with the lead?
This is the handover point between your Consulting Lead generation agency and you. It’s now all down to you to get in touch with the prospect. Follow-up is where sales are won or lost. Here’s the 3 steps you should take:
Have a good read of the chat with the Prospect so far
Use all the channels provided (Phone, Email, LinkedIn, etc)
If you don't get through on the first try, don't worry. Keep consistent and varied contact:
Phone: Call every day and try different times, leaving voicemails, sending texts and asking for other phone numbers
Email: Follow up to emails letting them know of the other ways you've tried to contact them and ask for a good time to chat
LinkedIn: Where possible, connect with them on LinkedIn. View their profile and send friendly messages as an additional channel
Top tips for follow up
Tip 1: Use the momentum that we’ve already got for you
A lot of contact has already happened with this prospect so far. What’s more, they’ve given a specific request to take this conversation further. Use that when following up with them.
Reference the previous contact e.g.
“Hi it’s [Your Name] from [Your Company], you were speaking with my colleague and you asked us to [quote the chat or email]. Is now a good time?”
Tip 2: Confirm chats and meetings to make best use of your time
Sometimes things come up and Prospects ask to reschedule. You want to minimise this as much as possible. From sending calendar invites to sending reminders, here’s a few ways that you can minimise rescheduling meetings.
Tip 3: Follow up in a way that guides the Prospect toward a sale
Prospects need to answer a few key questions prior to giving you the go ahead. Your job as a salesperson is to help them answer those questions. In addition to helping improve your chances of a sale, by helping them work through these questions, you can showcase tremendous service and build a loyal customer base.
Tip 4: Always get an answer
Do you know the top reason that sales are lost? The salesperson doesn’t follow up enough to actually get an answer from the customer. This universal truth presents a great opportunity for Winning Sales for those who do follow up
