You're navigating leads with unique communication preferences. How do you tailor your follow-ups effectively?

2 Call Strategy

If your lead favors phone calls, ensure you're fully prepared before dialing. Have a clear agenda for the conversation and be ready to discuss how your product or service can address their specific needs. Active listening is key; let them speak without interruption, and take notes so you can reference important points later. Timing your call is also important—mid-morning or after lunch can be ideal times to catch someone at their desk without disrupting their workflow.

3 Texting Tactics

Text messaging should be used sparingly and only when you know the lead is comfortable with it. Texts are best for short, informative messages or quick updates. Always introduce yourself in the first message, and keep the tone professional yet approachable. Be mindful of the time you send texts; during business hours is usually best. And remember, never send a text that requires an immediate response unless it's been previously agreed upon.

4 Social Savvy

For leads active on social media, engaging with them in a professional yet personable manner can be highly effective. Comment on their posts with insightful thoughts or share relevant content that aligns with their interests. If you're sending direct messages, treat them as you would an email—professionally and with clear intent. Social media interactions should be timely, reflecting current conversations or trends relevant to your lead’s industry.

6 Persistence Pays

Persistence is vital in sales follow-ups, but it must be balanced with respect for the lead's time and preferences. If you haven't received a response, it’s acceptable to follow up a few times, spacing out your attempts and varying the communication methods if possible. Always be courteous and provide value in each interaction—whether it's sharing a relevant article or offering a new insight into how your product can solve a problem they're facing.