It takes effort to generate leads and turn them into qualified prospects. Nevertheless, this effort is useless if you don’t follow up on your leads and increase the chance of closing them.
Unfortunately, many small business owners give up on their prospects too early in the sales cycle. A lot of salespeople follow up a lead only once, while 80% of sales are made after five follow-ups.
This happens because only a few leads are “hot” – ready to buy during the first contact with a salesperson.
Most of the time, you’ll have “warm” leads – people who are interested in your product or service and may buy from you in the future. And follow-ups will help you to build a relationship with them and turn them into “hot” leads and buyers.
Therefore, creating a follow-up strategy with timelines can significantly increase the response and close rates.
Basics Of A Follow-Up Process
Having the right follow-up process in place will increase your chance of closing a sale.
Here’re some important aspects of the process you may consider:
- What contact information of a lead is available?
- Which contact medium would your lead prefer?
- What should you say in each follow-up email/call?
To get some ideas on this matter, check out our post about what to write in your follow-up emails.
- Which things can you automate?
- How to make the whole process more efficient?
After you built the basis of your lead follow-up process, always be testing to improve your results. You can see if sending emails or calling works better. You can experiment with subject lines and copy of your follow-up emails to see which version gets the higher response rate from your leads. Also, keep track of how many times you followed up on your lead before you closed or lost them so you can also adjust the number of follow-ups if needed.
Moreover, you may consider using automations to follow up on some leads. You can send an email automatically after somebody opted in on your website/funnel.
Although an automated email won’t replace a call or a customized response from a salesperson, it can buy some time before you’ll be able to follow up on the lead personally.
How Soon Should You Follow Up On A Lead?
For most leads, the decision whether to buy from you or not depends upon how quickly you follow up on them.
According to Hubspot sales statistics, the salespeople who reach out to leads within an hour after those got in touch with the company were nearly seven times likelier to have meaningful conversations with the leads than those who waited even 60 minutes.
In other words, you can miss promising leads if you don’t follow up on them quickly enough. Many of them will lose interest in your product/service in that short amount of time. Or your leads may just pick the company of your competitor only because their salesperson got in touch with them faster.
Now, when you see that the delay in contacting your leads may cost you a sale, let’s see what you can do to avoid this.
If you have a lead generation funnel set up with ClickFunnels, you can get a notification every time somebody opts in on your funnel. This will let you get in touch with the lead as soon as possible and increase the chance of closing the sale. Here’s how you can do that!
Get Notifications About New Leads In ClickFunnels
- Log into your ClickFunnels account.
- Go to your lead generation funnel.
- Go to the squeeze page of your funnel.
4. Go to the Automation tab and click Add New Action.
5. Give a name to the action. In the Condition field, choose Everyone. Select Email Notification in the Action To Do field. Enter the email address you want to receive notifications for. Click Create Funnel Action.
From now on, every time somebody submits the information on your opt-in page, you’ll receive an email from ClickFunnels. It’ll tell you in which funnel and on which funnel step the information was submitted, and include the data provided by the lead so you could easily follow up.
This will let you follow up on a new lead without any delay and will increase the chance of closing a sale.
You can watch a detailed video walkthrough of all the steps in our video:
If you have any questions, feel free to ask within our Facebook community.
Share in the comments if you’re following up on your leads and which medium you’re using for it!
Lead Follow-Ups F.A.Q
Why following up on leads is important?
Around 80% of sales are made after five follow-ups, but the most salespeople follow up on a lead only once and then give up. Only a small number of leads are ready to purchase during the first contact with a sales person. By following up your leads, you’re building a relationship with them and increase a chance to close the sale.
What are the best ways to follow up with leads?
This depends on which contact medium your lead wouldprefer and what contact information of a lead is available. You may start will an email or phone calls, and see which of the methods is working better.
What is follow up email?
A follow–up email is an email or sequence of emails sent to a lead. It has a purpose to encourage the person to take a specific action which can be answer to your email, set up a meeting, leave feedback, etc.