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What are the most effective ways to follow up with a lead who is interested but not yet ready to buy?

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If you work in outside sales, you know how challenging it can be to keep in touch with leads who are not ready to make a purchase decision. You don't want to be too pushy or annoying, but you also don't want to lose their interest or trust. So, how can you follow up with them effectively and move them closer to the sale? Here are some tips to help you.

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Marcos Monterroso Godinho

CEO at Tikedo Spain | Global Executive | Managing Director | Board Member | International Expansion | Change &…

1 Set expectations

One of the first things you should do when you contact a lead who is interested but not yet ready to buy is to set clear expectations for the next steps. Ask them what their timeline, budget, and decision-making process are, and how they prefer to communicate with you. This will help you tailor your follow-up strategy to their needs and preferences, and avoid wasting time or annoying them with irrelevant or unwanted messages. It will also show them that you respect their situation and value their input.

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Marcos Monterroso Godinho

CEO at Tikedo Spain | Global Executive | Managing Director | Board Member | International Expansion | Change & Transformation | Leadership | Industry | Retail | FMCG | Packaging
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Las formas más efectivas de dar seguimiento a un cliente potencial interesado pero aún no listo para comprar incluyen mantener una comunicación regular y relevante, ofrecer contenido educativo y útil, brindar demostraciones del producto o servicio, establecer expectativas claras sobre el proceso de compra, y mantener una actitud de servicio y disponibilidad para responder preguntas y resolver inquietudes. Es crucial mantener el interés del cliente mientras avanza en su proceso de toma de decisiones.

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José Edimilsom da Silva

Coach de negócios | Estratégia em Marketing | Gestor de tráfego
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Ao acompanhar um lead que demonstra interesse, mas ainda n?o está pronto para comprar, é crucial estabelecer expectativas claras desde o início. Primeiramente, é importante manter uma comunica??o regular e personalizada, oferecendo informa??es relevantes e úteis sobre o produto ou servi?o. Isso pode incluir newsletters, artigos, estudos de caso e webinars que abordem os desafios e necessidades do lead. Além disso, é essencial manter o lead engajado por meio de intera??es significativas, como telefonemas, e-mails ou mensagens personalizadas em redes sociais. Essas intera??es devem ser direcionadas para entender melhor as necessidades do lead, responder a quaisquer dúvidas que possam surgir e oferecer suporte contínuo.

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2 Provide value

Another key aspect of following up with leads who are not ready to buy is to provide value in every interaction. This means that you should not just send generic or repetitive messages that only ask for a status update or a meeting. Instead, you should offer something useful or helpful that will address their pain points, questions, or concerns, and demonstrate your expertise and credibility. For example, you could share a case study, a testimonial, a blog post, a webinar, or a free trial that relates to their specific challenges or goals. You could also ask for their feedback, opinions, or suggestions on your product or service, and show them how you can solve their problems or meet their needs.

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José Edimilsom da Silva

Coach de negócios | Estratégia em Marketing | Gestor de tráfego
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Outra estratégia eficaz é nutrir o relacionamento com o lead por meio de conteúdo relevante e educacional. Isso pode ser feito por meio de e-mails automatizados, que entregam regularmente conteúdo útil e informativo para manter o lead engajado e informado sobre os benefícios do produto ou servi?o.

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3 Use multiple channels

A third tip for following up with leads who are not ready to buy is to use multiple channels to reach out to them. Depending on their communication preferences, you could use email, phone, text, social media, or video to stay in touch and build rapport. However, you should not bombard them with messages on every channel, or send the same message on different channels. Instead, you should use a mix of channels to deliver different types of value and create a consistent and personalized experience. For example, you could use email to send educational content, phone to check in and offer support, text to confirm appointments or send reminders, social media to share relevant news or insights, and video to showcase your product or service features or benefits.

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4 Track and measure

A fourth tip for following up with leads who are not ready to buy is to track and measure your results. You should use a CRM system or a spreadsheet to record your interactions with each lead, and monitor their responses and behaviors. This will help you understand how they are progressing through the sales funnel, and what actions or triggers are influencing their decision. It will also help you identify which follow-up methods are working and which are not, and adjust your strategy accordingly. You should also use metrics such as open rates, click-through rates, conversion rates, and feedback scores to evaluate your performance and improve your follow-up skills.

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5 Be persistent but respectful

A fifth and final tip for following up with leads who are not ready to buy is to be persistent but respectful. You should not give up on a lead who is interested but not ready to buy, but you should also not harass them or pressure them to buy. You should follow up with them regularly, but not too frequently, and respect their boundaries and preferences. You should also be polite, professional, and positive in your communication, and avoid being pushy, desperate, or rude. You should also be ready to take a hint and move on if they clearly indicate that they are not interested or qualified, or if they stop responding to your messages.

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José Edimilsom da Silva

Coach de negócios | Estratégia em Marketing | Gestor de tráfego
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è importante estabelecer um cronograma claro para acompanhar o lead ao longo do tempo. Isso pode envolver a defini??o de datas para acompanhar o progresso do lead, oferecer promo??es especiais ou descontos, ou até mesmo agendar reuni?es de acompanhamento para discutir suas necessidades e como podemos ajudá-los. Em resumo, ao acompanhar um lead que ainda n?o está pronto para comprar, é fundamental estabelecer expectativas claras, manter uma comunica??o regular e personalizada, nutrir o relacionamento com conteúdo relevante e educacional, e estabelecer um cronograma claro para acompanhar o progresso do lead ao longo do tempo. Essas estratégias ajudar?o a construir confian?a e levar?o o lead mais próximo da decis?o de compra.

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6 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?

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What are the most effective ways to follow up with a lead who is interested but not yet ready to buy?

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2

3

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6

1 Set expectations

2 Provide value

3 Use multiple channels

4 Track and measure

5 Be persistent but respectful

6 Here’s what else to consider

Outside Sales

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What are the most effective ways to follow up with a lead who is interested but not yet ready to buy?

1

2

3

4

5

6

1 Set expectations

2 Provide value

3 Use multiple channels

4 Track and measure

5 Be persistent but respectful

6 Here’s what else to consider

Outside Sales

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