How do you follow up with leads until they buy?

1 Understand your lead's stage

The first step to following up with leads is to understand where they are in the buyer's journey. Are they aware of their problem and your solution, or are they still researching and comparing options? Are they ready to make a decision, or do they need more information and reassurance? Depending on their stage, you should tailor your follow-up messages and actions accordingly. For example, if they are in the awareness stage, you should focus on educating them and building rapport, while if they are in the decision stage, you should emphasize the value and urgency of your offer.

2 Use multiple channels

The second step to following up with leads is to use multiple channels to communicate with them. Don't rely on just one method, such as email or phone, but mix it up with social media, text, video, and other platforms. This way, you can reach them where they are most comfortable and responsive, and also show them that you are attentive and proactive. However, don't overdo it and spam them with too many messages or calls. Find the right frequency and timing that works for them and respects their preferences.

3 Provide value and feedback

The third step to following up with leads is to provide value and feedback in every interaction. Don't just send generic or automated messages that ask for a meeting or a demo, but offer something useful and relevant to them, such as a case study, a blog post, a webinar, or a testimonial. Also, don't just talk about yourself or your product, but listen to their needs, challenges, goals, and objections, and address them accordingly. Show them that you understand them and that you can help them solve their problems and achieve their desired outcomes.

4 Create a sense of urgency and scarcity

The fourth step to following up with leads is to create a sense of urgency and scarcity in your offer. You don't want to pressure them or manipulate them, but you want to make them realize that they have a limited time or opportunity to take advantage of your solution. You can do this by using deadlines, incentives, discounts, guarantees, or exclusivity. For example, you can say that your offer is only valid until a certain date, or that you have a limited number of spots or seats available for your service or event. This way, you can motivate them to act faster and avoid procrastination or indecision.

5 Ask for the next step or the sale

The fifth step to following up with leads is to ask for the next step or the sale. You don't want to be too passive or too aggressive, but you want to be confident and assertive. You should always have a clear goal and a call to action in your follow-up messages and actions. Whether it is to schedule a meeting, a demo, a trial, or a contract, you should ask for it directly and clearly. You should also anticipate and overcome any objections or concerns that they might have, and show them the benefits and value of moving forward with you.

6 Know when to stop or follow up again

The sixth and final step to following up with leads is to know when to stop or follow up again. You don't want to waste your time or resources on leads that are not interested or qualified, but you also don't want to miss out on potential customers that are just busy or distracted. You should have a system and a criteria to determine when to stop or follow up again with your leads. For example, you can use a scoring system, a timeline, a feedback loop, or a trigger event to decide when to end or continue the conversation. You should also track and measure your follow-up performance and results, and adjust your strategy accordingly.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?