We are often asked by agents to have some best practices for tactfully following up on leads because sales can take time. In the tips below, we’ll first describe the basic problem before offering solutions you can use right away! It’s important to bear in mind that some of these approaches need permission to communicate.
The call goes unanswered
You called. You’ve left a note. They didn’t return my call. It’s convenient to assume the leads are dead, but statistically speaking, it isn’t! There are two crucial aspects to remember in this case. To begin, studies show that 80 percent of sales require five follow-up calls to close (some studies suggest as many as eight!). So, after one, two, or even three phone calls, never give up! Second, it’s likely that talking on the phone isn’t the prospect’s favorite method of contact. Instead, send a text message, email, instant message, or physical letter.
The prospect is reluctant to meet or share any additional details
A prospect’s unwillingness to make the next move does not imply that they are uninterested in your services. After all, they made contact with you in some way! Continuing education is a perfect way to stay on a prospect’s radar. Make a call to remind them of their deadline, send a text with a link to a recent and important post, or set up a drip email campaign that informs customers about their choices and how you can assist them.
The leads are “too old.”
We all have the drawer or file folder with “cold leads” for agents who have been selling for a while. Although many agents use these leads only as a last resort, there is proof that they are successful (taking into consideration the allotted timeframe for permission to contact). These prospects may be back in the market for a variety of reasons, including disappointment with their current strategy or agent. Give them a call and save their day (and yours)!
The prospect responds with the usual “I’ll think about it” response
Any agent who finds an answer like “I’ll have to think about it” a firm “no” opens the door for agents like you to come in and close the deal. Keep the leads on your callback list and follow up with them on a regular basis. It’s important to avoid phrases like “have you made your decision yet?” Instead, tell them it’s fine to take their time while making a big decision and ask if you can follow up with them later.
The leads were misplaced in the digital shuffle
With all of the various communication techniques that agents use these days, a conversation may become cold, even if unintentional. It’s also worthwhile to go back through old emails and social media posts and see if there’s someone who’s been forgotten. Did you give someone a message and they didn’t respond? Perhaps your message was sent at an inopportune moment for the prospect. Return the call to see if you can answer any questions.
You put a lot of effort into marketing, prospecting, and referrals in order to expand your business. Having a system in place for managing leads will help ensure that they don’t slip through the cracks and that the time and resources are put to the best possible use.
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