As business owners, there was a time when every lead we generated was followed up by us personally, but as the company grew so did the sales team. Now when you uncover a good lead you are more likely to hand it to the sales person who manages that area. How annoying is it when leads you generated personally go cold due to a poor follow-up process? Very… so what can we do about it?
Follow up every lead personally within 24 hours
The timeline here is very important. Whether the lead is a personal friend of the MD, or a new web enquiry, every lead needs to be personally contacted within 24 hours. There is a chance that you are not the only supplier the prospect is talking to and first impressions count. Reply with the information requested within the timeframe and try to get in a personal call to get a more detailed view of their requirements.
Cement the relationship
Research requirements fully and where appropriate follow up with a face to face meeting or demonstration. This helps to understand the existing solution, need and must-haves. You may also uncover who you are up against in terms of the competition. After a personal meeting it is acceptable to connect with the contacts on social media. Be careful who can see your contacts though, as you may not wish to alert others to your new relationship.
Spend time on your proposal
Make sure you have fully understood the needs of your prospect, the alternative solutions available and established a rapport. Spend time on your proposal and your delivery. Make sure your proposal is attractive and understand the decision-making process to stay in the game. Professionalism at every touch point is essential.
To read more tips, check out our blog.
To learn more about Jola and our services…
