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HOW TO FOLLOW UP WITH LEADS OF ALL TYPES

01 USE BIG DATA TO LEARN ABOUT YOUR LEAD

When used properly big data can help you identify leads that are likely to convert and help you concentrate resources in a productive, efficient way.

02 PROPERLY SELECT YOUR METRICS

Because data can be difficult to interpret, it’s important to select metrics before you begin interpreting it. Consider metrics such as Time-to-Customer Conversion and Cost of Customer Acquisition

03 RESPOND QUICKLY TO LEADS

Because information moves so rapidly in today’s digital world, your leads have short attention spans and high expectations. Waiting just 5 minutes can reduce the likelihood of the lead to convert by up to a factor of 10.

04 MANAGE THE INITIAL CONTACT

The initial contact can be difficult to manage, but automating an email delivery—one with a contact name and phone number—is a great way to confirm to the lead that he or she has entered the lead process.

05 USE EMAIL LEAD NURTURING

Using emails, you can confirm, follow up, and engage with leads. Using email is an easy way to communicate with the lead right away.

06 ENGAGE WHEN YOUR LEAD IS READY TO TALK

The cardinal rule of lead engagement is to engage with your lead when your lead is ready to talk, so ensure you have multiple ways to communicate. Leads are more likely to covert when you’re readily available.

07 INVEST IN EXCELLENT CRM RESOURCES

CRM is a broad term. It’s either provided by software or people but, regardless of the provider, it enables effectively managed interactions with and data from leads.

08 CONSIDER HELP FROM THE OUTSIDE

Sometimes an outside eye can help connect the dots to all you marketing touch points and communications in a way that insiders simply can’t fathom.

09 GIVE IT AWAY FOR FREE

Education is incredibly valuable. When you offer it for free, you make the lead more likely to return.