B2B leads that came in a customer journey
The customer journey is an important aspect of the business. But many salespeople either neglect it or do not have a well-established plan. The follow-up adds value to the service or product the customer purchased from you and gives you an opportunity to build a great relationship with your customers that could lead to the success of your business.
Use different channels like social media, email, chat boxes, SMS, industry events, and phone calls to connect with prospects. Every prospect has a preferred communication channel. Some prospects prefer direct communication over the phone. Others find email more acceptable for business communication. You’ll need to adjust your tactics to fit the person you’re reaching out to.
Around 80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after 1 follow-up.
In this article, I’m going to tell you the most effective lead follow up strategies. So let’s get started.
Segment Your Leads
No matter what line of business you’re in, your target customers are going to be a diverse mix of people with different needs and requirements and it’s your responsibility to fulfill. Segment your leads like Hot leads, Warm Lead, Cold leads, Repeated customers, Conversion completed, Conversion uncompleted, etc.
For example, your company sells Graphic Design software and the number of people visiting your site that will become under Home page visitor and some of the signup for a free trial. So there are three obvious lead segments you’ll want to create here:
- Home Page visitor
- Free trial users
- Buyers
For people on the First list, you’ll want to reach out to them with messages encouraging them to have a free trial or demo.
For people on the Second list, you’ll want to reach out to them with messages encouraging them to buy the product, provide them various offers and discounts, tells them about subscription benefits
For people on the Third list, you’ll provide them useful information and guide them on how to use your product and even pitch for new product
Use the right tools to segment leads to achieving optimum results.
Add value with every follow-up
By just sending a brief nice email or post on social media or a self-centered sales pitch on phone calls is of no use because your customer got too many. You have to do something great to stand out from the crowd. Provide your customers with quality information and show them their opinion matters to your business. This will add value and your customer take more interest in your product and chances of conversion will increase.
Respond Timely To Leads
No matter how many people you attract, they will never convert into your customers if you will delay followup on them. Respond to your leads as quickly as possible. In fact, companies that respond to leads within an hour, are 7 times more likely to convert leads to sales. However, only 37% of companies manage to follow up with leads within an hour. Use the automation for effective follow-up. A good automation tool allows you to increase conversion rates.
Schedule a Follow-up
Create a follow-up schedule and stick to it. The schedule can differ based on your prospect’s needs like the type of product or service you’re selling, use the channels (call, email or social media) that best suits them. Use the tool to set auto follow-up emails. And Instead of the annoying customer by making calls, again and again, set the appropriate time and number of calls.
Personalize Your Communication
Personalize communication with your clients is the important factor of effective follow-up. Imagine you have a Book shop you customers can be student, writer, or even a businessman but your approach to a student would be different from businessman because of their different taste and choices. Similarly in business, you have different customers with different needs so you have to pay much more attention to the personalization of their products and services.
According to a February 2017 survey from Adobe Digital Insights, more than a third of respondents — and more than half of those under 50 — preferred personalized messages.
Provide a clear next step
Suppose you have segmentized leads, respond timely, or follow all actions that are required but the question arises why you are doing this? Because you want your prospects to click a link on your email and visit your website/ landing page or you want your prospects to signup for a free trial of your product right. So your customer should be clear what thy need to do next and make your call-to-action (CTA) easy to find and understand.
Track Communications
In business, each interaction with customers matters because by knowing your customer’s communication history you can more easily predict their requirements and needs. And can close a deal. It’s not an easy task to remember and store each interaction. By using a good CRM system you can keep a record of all customer outreach and the results of those communications.
Use an automated CRM
You can not manage all these manually. So having a good CRM system helps businesses to build a relationship with their customers. It will help in various ways like segmentizing leads, an automated response like welcome and thank you messages, track communication & store customer data, etc. A follow-up to sales strategy can boost your revenues and increase the conversion rate.
So if you aren’t already following up with your leads, you are losing a huge number of leads.
CRM applications can increase revenue by up to 41% per sales representative. Schedule A free Demo (Indydesk CRM)
