Leads don’t come easy. Letting a lead slip away from your hands is the last thing you’d want. This is something that could happen if you come on too strongly. Incessant calling will make you seem too desperate and needy. Yet, following up is a must to convert those leads into sales. How do you do it, then?
Categorise your leads into the following – hot, warm, and cold. You need to know how to handle each category with care.
The leads that you get from an email response from your website falls under cold leads. For cold leads, too much information will scare them off. Do not send attachments right away.
On the other hand, hot leads have the most interest in the product or services you are offering. Therefore, you can send these people attachments when trying to explain your benefits.
#2 Respond to emails in a timely way
Always arrange to send out thank you emails 12 to 14 hours after a lead comes in. Business is about relationships. Nobody wants to do business with someone who doesn’t even know how to respond within a reasonable amount of time.
Moreover, go the extra mile, and offer answers to any query your lead might have. You never know when an interaction can lead to a sale.
#3 Address your leads by their name
Personalisation can take you a step forward. Addressing your leads by their names will show that you have a genuine interest in them. Thus, it won’t make them feel that their just lead #10 or prospect #4. Of course, people respond strongly when you call their name.
#4 Personalise your emails
Sending personalised responses can take you miles. Instead of just sending general email responses, ensure that you’re sending out attachments relevant to their inquiry.
Gia is an award-winning entrepreneur, marketing strategist and dog lover. Graduating with a degree in Marketing and the Media, Gia spent ten years working in the finance and insurance sector where she excelled in sales, data analysis and financial modelling.