Best Practices For Following Up With Your Leads
There are several best practices for following up with leads. We have compiled some of the steps which you can use to better connect with your leads and prospects.
Respond Quickly to Leads: In this fast paced digital world, it is safe to say that prospects can have an eagerness to get things done. They might also have high expectations when interacting with businesses. Response time should be no more than five minutes when replying to a lead. If you are not in a place that you can connect with the lead right away, set up an automated email that kindly communicates with the lead that you will get back to them as soon as you are available. Remember to thank them for reaching out, and that their business is of the utmost importance.
Learn About Your Leads: Learn about your leads with data append services. There are many data companies which offer services that can give you missing information about your leads and customer list. This is called appending. Appending your data against a database company’s information can help you divide the leads worth pursuing vs. the leads which are duds. For example, you might have a list of names and email addresses. Database companies can help you find additional details about leads including business phone numbers, address, how many employees they have, their annual revenue, building square footage, utility costs and much more. Adding new information to your lead list can help you identify leads that are likely to convert to a sale. You can better concentrate your time and resources in an efficient way by going after leads that are more meaningful to your company. There are several companies that offer this service. Including: DatabaseUSA.com, EmailUSA.com, Hugo Dunhill (hdml.com) and DatabaseUSAgov.com for non-profits, just to name a few.
Use CRM (customer relations management) software or digital tools to manage lead nurturing: With the right CRM in tow, you can reach out to leads at specific times in the lead nurturing funnel. CRM’s are built to help you automate processes. This includes lead nurturing. Set a CRM to connect via email after two weeks, or create tasks in your CRM to monitor your progress with each prospect, create timelines, put together email automation for all of your customers, monitor incoming calls and web leads etc. Research CRM’s with your businesses agenda in mind. Finding tools that can help you connect with leads on a regular basis is a great way to continually follow through with a lead until they become a customer.
Grade Your Leads: Assign a value to your leads by determining a grade for the leads that come in. You can use a 1-5 system or an A-F system for example. Decide what makes a lead valuable to you and create your lead grading system to match based on your system. This way you can decide which leads take precedent over poor leads, and can prioritize your time accordingly.