The way to acquire prospects into your funnel has somewhat changed over the years, but the way to follow up has not. Here are five tactics to turn leads into buyers.
1. Mindset
Many companies feel that Internet leads are a waste of time. Effective follow-up starts with the proper mindset. Change the term “leads” to “conversations.” Remember, these are “real” people looking to do something now or in the future or maybe do nothing at all.
To be highly successful at making more conversations, you should understand that 80 percent of people registering on your website might never buy or connect with your message, and that is all right.
Focus on the 20 percent of people that need your help. From that, focus on the 5-10 percent who need your help in the next 30 to 60 days.
2. Speed of conversation
Once you have the proper mindset in place, you will need to make contact, have a conversation and do it fast. There have been many debates on how quick you should follow up.
Our advice is to get back to the person making the inquiry or registering on your website within five minutes or less. This conversation might be by text, phone or email.
Everyone communicates differently. Many companies never follow up — they procrastinate or get busy. The key is to follow up promptly to get the desired information to that person. People appreciate when you get back to them.
3. Customer service
Many companies attempt to sell when following up with people, which can cause distrust. Our advice is always to treat every call, email or text by providing customer service.
Your primary objective is to gather information and provide a solution or a plan for the consumer. Do not sound scripted, be human, real and personable. Remember, most consumers will appreciate and see the difference when you use this customer service approach.
4. Follow up on the follow-up
To build lasting relationships with all the people you connected with, you will need to keep in contact or follow up many times before they will do business with you.
The key is to make sure all your efforts you built on the front end do not go wasted with poor follow up on the back end. Remember, the buyers of tomorrow are gold in most lead systems.
5. One step beyond
Follow-up is in the details. After you speak to the consumer, learn about their needs and wants, fine tune their search criteria, and set them on a follow-up sequence, the last thing to do is to go “one step beyond” what every company does.
Our recommendation is to send out a personal note or thank-you card that simply states, “Thank you for using our website to search for marketing services, thank you for talking with us today! Call us at (fill in phone number here) when you need our help!” Send this to every person you connect with, and you will build deeper present and future relationships.
CHECKus Media Group is a full service marketing agency that helps financial companies, with special focus on Forex, Options and telemarketing.
We introduced a new approach to lead generation that relies on highly targeted traders, on-demand lead generation based on broker’s specifications and high-end service. In short: We can help grow a better pipeline with fresh leads so your sales agents can spend more time selling.
