How to follow up with leads? How to identify real prospects?You get a request for your products or services and you send information within a day or so of getting
request. A week or two goes by and prospect hasn't placed an order. What should you do next?
Customers who request information may not have an immediate need for product or service they inquire about. They may look over what you send and then put it aside, planning to follow up at some point in near future.
Then 2, 3 months down road their priorities change. Suddenly, it's time for them to really consider buying product/service they were thinking about purchasing in past.
If this scenario happens, who is likely to get order? The vendor whose name is most familiar and who has stayed in touch with prospect, will most likely be one who gets order.
Position your company to win those delayed sales by following up regularly for at least six months on all qualified sales leads. Make contact with your prospects at least once a month for first six months if prospect seems genuinely interested. A follow up call, email or letter are excellent reminders of your presence. Set up a day of week just dedicated to follow up with real prospects. (By way you should also set up a day to follow up with past clients).
Understanding Leads For Better Success Identifying your prospects is one of most important part of sales cycle. The prospect has an immediate need for your offer and budget. This is most qualified lead. You will need to focus all your efforts on this ideal prospect. The prospect requests a quote or asks for someone to contact him. This happens more often than you think, but it can only happen if you are actively and continuously visible to your prospects to maintain top-of-mind-awareness.
The prospect has an immediate need for your product or service, but no defined budget. He asks for additional information. This type of prospect may require a little longer sales cycle. He will certainly shop around to see different options available to him. You will need to convince him that you have perfect solution at right price. He will invest in right solution if need is great enough and he clearly sees value and an eventual return on his investment.
