Following up with media sales leads is a crucial step in converting prospects into clients. But how do you do it effectively and efficiently? In this article, we'll share some tips and best practices for following up with media sales leads, based on the latest media sales trends and insights.
The first thing you need to do is to know where your leads came from and what their level of interest and awareness is. Different lead sources may require different follow-up strategies and messages. For example, if your leads came from a cold email campaign, you may want to send a personalized and value-oriented email that reinforces your offer and invites them to a call. If your leads came from a webinar or a content download, you may want to send a thank-you email that provides additional resources and suggests the next steps.
Use Various Communication Channels : Use various communication channels to follow up with your leads, such as email, phone calls or text messages, to understand their pain points and gather requirements. You can use different channels for different purposes and stages of the sales cycle. For example, you can use email to send content and updates, phone to schedule appointments and demos, social media to engage and build rapport, text messages to confirm and remind, etc. Connect with the prospect on LinkedIn and keep engaging with their posts so that you remain in their mind . Last but not the least: Don't just push sales, be empathetic and address their pain points or providing solution to their problems which can bring success.
A customer relationship management (CRM) system is a tool that helps you organize, track, and manage your leads and contacts. It can help you automate and streamline your follow-up process, as well as measure and optimize your results. With a CRM system, you can set reminders, schedule tasks, send emails, make calls, and record notes and interactions. You can also segment your leads based on their profile, behavior, and preferences, and tailor your follow-up messages accordingly.
The rule of seven is a marketing principle that states that a prospect needs to hear or see your message at least seven times before they take action. This means that you need to follow up with your leads multiple times, using different channels and formats, until they respond or opt out. However, you don't want to be too pushy or spammy, so you need to balance the frequency and quality of your follow-ups. A good practice is to follow up every two or three days, alternating between email, phone, social media, and text messages, and offering value, education, or incentives in each touchpoint.
The AIDA model is a framework that helps you craft effective and persuasive follow-up messages. It stands for Attention, Interest, Desire, and Action. Each message should aim to capture your lead's attention, spark their interest, create a desire for your solution, and motivate them to take action. To do this, you need to use catchy subject lines, headlines, and openings, highlight the benefits and outcomes of your offer, address the pain points and objections of your lead, and include clear and compelling calls to action.
The last step is to track and analyze your follow-up results and performance. This will help you identify what works and what doesn't, and improve your follow-up strategy and tactics. You can use metrics such as open rates, click-through rates, response rates, conversion rates, and revenue generated to measure your effectiveness. You can also use feedback from your leads and clients to learn from their experience and satisfaction. By tracking and analyzing your results, you can optimize your follow-up process and increase your media sales success.