Following up with leads is a crucial part of sales prospecting, but it can also be a delicate balance between persistence and annoyance. You want to show your interest and value, but not come across as pushy or spammy. How can you respectfully follow up with leads and increase your chances of getting a positive response? Here are some tips to help you.
The first step to respectful follow-up is to understand your leads and their needs, preferences, and pain points. Do some research on their industry, company, role, and goals, and tailor your message accordingly. Use a friendly and professional tone, and avoid generic or irrelevant content. Show that you care about them and their challenges, and that you have something valuable to offer.
Conocer las necesidades, los puntos de dolor de nuestra audiencia nos ayuda a posicionar nuestra marca, crear campa?as mas efectivas porque le hablamos a nuestro cliente potencial y lo mas importante creamos una relacion de confianza con ellos que nos posiciona en su mente a la hora de decidirse por una solucion a su problema.
Do your homework before hitting send. Research thoroughly: - Industry landscape - Company initiatives - Role responsibilities Identify pain points: - Common challenges - Unmet needs - Frustrations Speak to specifics: - Tailor messaging to resonate - Demonstrate you get their world Solve don't sell: - Position help not pitches - Earn trust and rapport Truly personalized outreach conveys respect for contacts' time and interest. It shows you did work beyond a spray and pray approach. When they sense authentic understanding, they'll respond.
The next step is to choose the best way to communicate with your leads, based on their behavior and feedback. Some leads may prefer email, while others may respond better to phone calls, text messages, social media, or video chats. You can also use a mix of channels to diversify your touchpoints and increase your visibility. However, don't bombard your leads with too many messages or switch channels too often, as this can be overwhelming or confusing.
El canal adecuado es donde esta nuestro cliente potencial. En cuanto a las Redes Sociales, considero que no necesitamos estar en todas, sino en aquellas redes donde esta nuestro cliente potencial. Asi le aportamos contenido de valor, que los nutra para que tomen decisiones acertadas para solucionar sus desafios.
Showing respect with lead nurturing involves meeting prospects where they already spend time and feel comfortable engaging. Rather than relying solely on convenient channels for you, take the effort to interact on their preferred platforms instead. Start by identifying patterns from past interactions to see which channels prompt responses from leads. Ask directly about best contact methods via quick surveys or give channel options on landing pages. Continually track performance to double down on the channels yielding highest open and response rates. Optimize based on data instead of assumptions. Meet your prospects with relevance rather than relentlessness across channels.
The third step is to make sure that your follow-up messages are not just reminders, but also provide value and urgency. You can do this by sharing useful information, insights, tips, case studies, testimonials, or offers that are relevant to your leads and their goals. You can also create a sense of urgency by highlighting the benefits of taking action now, the risks of missing out, or the limited availability of your solution. However, don't exaggerate or lie, as this can damage your credibility and trust.
Thoughtful lead nurturing is a give-first approach, leading with relevant insights, helpful guidance and value adds rather than aggressive sales pitches. Share industry report findings, success metrics and trend analysis tailored to their business. Provide implementation tips, overlooked strategies and comparison charts addressing common pain points. The goal is meeting prospects where they are with compassion – not just completing transactions. Lead with patience, not entitlement or pressure. Give freely, authentically and only then suggest thoughtful calls to action if appropriate. Meet value provision with value creation.
Desde que contactamos a nuestro cliente potencial, la intencion debe ser crear una relacion, no tener en mente solo vender. Practicar el Social Selling, cuyo enfoque principal son las personas, es decir tus clientes potenciales; para desarrollar relaciones con ellos a traves de las Redes Sociales.
The fourth step is to respect the timing and frequency of your follow-up messages, based on your leads' stage in the buyer's journey, their interest level, and their response time. You don't want to follow up too soon or too late, as this can be seen as rude or desperate. You also don't want to follow up too often or too rarely, as this can be annoying or forgotten. A good rule of thumb is to follow up within 24 hours of the first contact, and then every 3-7 days until you get a response.
En el seguimiento es importante planificar cada acción a tomar y cumplir los plazos que hemos acordado con el cliente potencial. Por ejemplo si hemos agendado una reunion con el prospecto es importante respetar la fecha y hora agendada. Un software de CRM nos ayuda en la estrategia de seguimiento de clientes potenciales. Tambien, considerar las metricas de seguimiento como son el número de llamadas, tasa de apertura de correo electrónico y tasa de conversion por ventas generadas.
The fifth step is to ask for feedback and permission from your leads, to show that you respect their opinions and preferences. You can do this by asking open-ended questions, requesting feedback, or suggesting a call to action, such as booking a demo, scheduling a meeting, or signing up for a trial. You can also ask for permission to follow up again, or to opt out of further communication, if they are not interested or ready. This way, you can gauge their interest and avoid being intrusive or spammy.
La retroalimentación o feedback es muy importante, tanto si la recibimos de un cliente potencial como de un cliente que ha realizado la compra de nuestro producto o servicio porque nos ayuda a mejorar y crecer como empresa. Conocer los motivos por los cuales no decidieron adquirir nuestra oferta o si estan satisfechos con el producto o servicio adquirido, nos ayuda a estar mas cerca de lo que ellos desean. Pedir comentarios y permiso, los hace sentir que sus opiniones son valoradas.
The sixth and final step is to be polite and grateful in your follow-up messages, to show that you appreciate your leads' time and attention. You can do this by using courteous words, such as please, thank you, or sorry, and by expressing your gratitude for their response, feedback, or action. You can also compliment them on their achievements, goals, or challenges, and show your enthusiasm and excitement for working with them. This way, you can build rapport and trust, and make a positive impression.