Do you ever felt like your leads have fallen into the cracks? Almost every company is in a battle to fix this issue. Managing the lead follow-up process from creation to conversion will be a tricky process to handle; here are a few steps to take you in the right direction.
1. Reach your leads at the earliest
An analysis by Harvard Business Review found that the companies who have attempted to reach leads within an hour were nearly seven times likelier to have meaningful conversations with decision makers than those who waited even 60 minutes. In the new internet world, every minute that passes will give an advantage for your competitor. Be the first company to respond to customer inquiries.
2. Never miss a lead
Let the channel be Inbound or outbound, each lead brings in plenty of business opportunities. Make sure that your lead management system has the ability to respond to all the leads irrespective of the time, geography or any other resistive factors.
3. Build relationship will multiple decision makers
Create a working relationship with the decision- makers from the same company will boost the chances of conversion than following-up with a single contact. Focus on the overall needs of the company and find out the right decision maker for your product by building a relationship with the peer members.
4. Schedule your follow-up
Some SDR’s tend to reach the clients multiple times in a short span of time which will be annoying for the clients.
On the other hand, 92% of SDR’s give up before the fifth follow-up while 80% of the sales are made after the fifth follow-up.
You should have a follow-up schedule for all your products based on the nature of the business.
5. Engage your customers in the channel they prefer
Traditional lead follow-up focuses on calling and emailing while the current technology allows us to follow the clients in the channels which they are in. Choose the right channels which fit your business to follow-up where your customers are in.
6. Call the leads when they are ready
Don’t call your prospects to” just check in”. Cold calling is a time waster in the modern age and prospects consider this as spamming. Follow-up with the leads and make sure that they are in need of your product and they are ready for the call.
7. Measure and improve
Each and every step in your lead follow-up process should be data-oriented, track your communication and follow-up efforts to find what’s working and what’s not. Set goals and then check them to see if you are achieving it, set more aggressive goals if you are achieving the current goals. If you aren’t meeting your goals, examine each element of your process in detail, and implement steps you can take to improve those elements. Work continuously to figure out the flaws and to improve your sales lead follow-up process.
About Conversational AI in the lead follow-up process
SalesboxAI, with the help of AI-Powered Conversational Avatar engages with leads in multiple-channels to qualify them via two-way natural conversations. By identifying the customer intent Conversational AI responds to each and every lead in real-time and generates more opportunities. Sales teams can now focus on their core function rather than following-up with each and every lead. AI-Avatar will alert the sales team when the lead has more conversational context which the sales can use. SalesboxAI reporting infrastructure helps you identify the key metrics to help the follow-up process. Schedule a demo to see how Conversational AI can help you in lead follow-up.