In every marketing campaign, whether digital or conventional, the main goal is to get prospects or leads. Prospects or leads are people who are interested in the products or services you offer.<\/p>\n\n\n\n
In a business scheme, the acquisition of leads or potential prospects is done by the marketing department and those who turn these prospects into customers by buying or using products are carried out by the sales department. How a good and successful follow-up strategy is depends on the skills of each salesperson. Here are some tips for following up leads to become customers.<\/p>\n\n\n\n
Choosing the right time to contact prospects for the first time is important. Don’t let prospects who are interested in your business be left without any follow-up from you. An email or phone call will give prospects the impression that you value the customer and will provide the right solution to the problem.<\/p>\n\n\n\n
In many cases, customers will respond more often to personal communications. Therefore, with message automation provided by the website, email, whatsapp, or social media you can more easily contact prospects. However, build a personalized correspondence. That is, in the correspondence that you create, you can enter the prospect’s name and information based on the pages visited on your website.<\/p>\n\n\n\n
By using various communication channels, you must always be available when prospects contact you through the communication channel of their choice. Respond immediately to media messages, email, Whatsapp, or telephone.<\/p>\n\n\n\n
Remember, it usually takes 7 or 10 communications for a lead to convert into a sale. By making a follow-up schedule will make you consistent in communication with your prospects and prevent prospects from looking for information about the product on their own. Therefore, making a follow-up schedule will give you an idea of \u200bthe follow-up that will be carried out.<\/p>\n\n\n\n
If you are using CRM (Contact\/Customer Relation Management) you have done the right thing. CRM will give you a record of every customer you have followed up and also a record of the results of those communications. If you’re not already using CRM, you can take advantage of Excel and create a spreadsheet that contains lead information such as contacts, meeting notes, meeting dates, and the methods used to maintain communication with those prospects.<\/p>\n\n\n\n
There are times when you have to stop communicating with a non-potential prospect. Therefore, you can segment each lead based on certain qualifications. These three qualifications you can use, such as.<\/p>\n\n\n\n
Do they intend to make a purchase?<\/p>\n\n\n\n
Are they motivated?<\/p>\n\n\n\n
What makes decisions on certain matters?<\/p>\n\n\n\n
If they don’t have these qualifications, then don’t immediately remove these prospects from your prospect list, but you can include them in the “to be followed up later” prospect list and create a marketing campaign with these prospects targeted.<\/p>\n\n\n\n
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