Following up with leads is critical. Here at LionDesk, we firmly believe that following up with leads and clients is the single most important thing you can do to turn your database into revenue (the money is in the follow up, after all!) But there is a fine line.
We love the show You on Netflix, and it got us thinking about that fine line. So let’s discuss how to follow up with your leads and clients without being a total stalker!
Subtlety is Key
When someone fills out a form, clicks an email link, or does any other action that’s trackable, it’s tempting to reach out right away, and you should! But be subtle.
For example, if you’re tracking you email activity in real-time, and you see that someone clicked on a link from one of your emails (Did you know LionDesk Reporting does this??), you can definitely call them to check in, since you know you’re top of mind. But be subtle.
Don’t Say: “Hey I noticed you just clicked on my email so I wanted to call you.”
If you do, it’ll feel something like this:
Do Say: “Hey, just wanted to check in, how’s everything going?”
The goal is to make it feel coincidental that you reached out while you’re top of mind. Don’t make people feel too tracked, it can be very uncomfortable.
Don’t Overdo It
Too much of a good thing can turn on you quickly. The same is very true for follow up. There needs to be a balance.
If you’re following up multiple times a day with a hard sell, you’re going to lose that lead faster than you can say “unsubscribe.”
So what’s the perfect balance? Well, it depends. It depends on your client or lead’s journey and what they’re interested in. If they’re brand new, maybe start off slow and mostly provide valuable content to build trust.
Start with a valuable piece of content once a week or once every other week and see how it goes.
If they’ve been a lead or a client for a while, you can get a little more aggressive and start to ask for their business since you’ve likely already built trust and built the relationship.
The best way to ensure you don’t over or under do it is by automating your follow up in campaigns (psst, LionDesk can do that).
Give Them the Space to Come to You
People are ready to buy when they are ready to buy, not when you are ready to sell.
You can provide value, guidance, and follow up to remind them that you exist, but don’t push them towards a sale just because you need to make a sale at that moment. It could make them feel trapped.
This is the importance of nurture, it gets people to a point where they will be ready to buy, but if you push them too hard too fast before the trust is built, you could potentially ruin what would have been a future sale and relationship.
Now go Follow Up (with Balance!)
Now that you understand the line, it’s time to follow up in a way that is based around your lead’s and client’s needs (over yours).
Our best tip? Use LionDesk to organize and automate your follow up. Try free for 30 days here.
