Sales Lead Follow Up Best Practices

What are sales lead follow up best practices?  

Here are some sales lead follow up best practices to ensure you're maximizing your chances of turning leads into customers:
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1. Act quickly and be responsive

• Quick response: Aim to respond to leads within the first hour of contact, especially for inbound leads expressing immediate interest. This demonstrates responsiveness and keeps you top-of-mind.
• Set realistic deadlines for follow-up: For outbound leads, establish a follow-up cadence with a clear timeframe for multiple attempts. Don't bombard them, but ensure consistent communication.
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2. Personalize your outreach

• Go beyond the name: Personalization shows effort and makes your outreach more relevant. Use information from the lead's inquiry to personalize your email content, referencing their specific needs or challenges.
• Segment leads based on needs: Segment your leads based on their industry, interests, or buying stage. This allows you to tailor your follow-up messages to resonate with their specific situation.
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3. Focus on value proposition

• Lead with value, not just features: Don't just push your product or service. Highlight how it addresses their specific pain points and how it can benefit their business. Focus on the value proposition.
• Provide helpful content: Offer valuable content like ebooks, white papers, or industry reports to establish yourself as a thought leader and provide solutions to their problems.
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4. Multiple channels and persistence

• Omnichannel approach: Don't rely solely on email. Utilize a mix of communication channels like phone calls, social media messages, or even personalized video messages to connect with prospects on their preferred platform. ‍
• Persistent, not pushy: Leave multiple voicemails if necessary, and follow up emails with a polite but firm persistence. The key is to find the balance between persistence and being a nuisance.