It is vital to follow up on leads. After all, everything has to work in harmony to be successful! A quality lead delivered to a client is not the end of the journey. There is still a lot of work to be done. And for demand generation to be successful, there needs to be a smooth transition and follow up from lead provider to client. And remember, not all leads are equal, and not even all BANT qualified leads are equal! Do you think you got it right? 

The warm handover!

The warm handover! As a lead provider, we make sure that we understand as much as possible of the follow up process of leads by our clients. Ensuring a warm handover is essential.

Be very clear on next steps after BANT qualification – follow up calling from SDRs/Inside Sales/partners must be aligned with BANT questions. They can’t leap into a presumption that they are the favored solution or even that, for instance, they are ready for a demonstration. There is still a lot of selling to be done!

Are you creating objections without realising it?

How often do we see or perhaps even experience ourselves that a phone call referring to a paper download happens? First of all, these top of funnel leads should not receive a phone follow up yet, they need further nurturing with meaningful content. Are you patient enough to continue nurturing?

Be patient and persistent

How nice would it be that placing a couple of calls get you to the decision maker and having a meaningful sales discussion? Unfortunately as it takes many attempts. empts to generate the lead in the first place, it might also take a number of dials for you to talk to that lead. Be persistent, use different channels to communicate, continue nurturing and you will get through at some point.

Not even all BANT leads are equal! 

Remember that a BANT lead generated through one digital touch and a telemarketing follow up is not the same level as a BANT lead nurtured through many engagements with your brand. Although all qualified to BANT level, they require different follow ups. Are you sure you got it right?

Effective lead follow-up by sales teams is essential for converting leads into customers and driving revenue. Here are some best practices for lead follow-up:

Timely Response: Speed is critical in lead follow-up. Research shows that the likelihood of converting a lead drops significantly if the response time is delayed. Aim to follow up with leads as soon as possible, ideally within minutes or hours of receiving the inquiry.

Personalization: Personalized follow-up messages are more engaging and effective. Use the lead’s name, reference their specific inquiry or interests, and tailor your message to address their needs and pain points.

Multi-Channel Approach: Use a combination of communication channels for follow-up, including phone calls, emails, text messages, and social media. Different leads may prefer different channels, so offering multiple options increases your chances of making contact.

Persistence without Being Pushy: Follow up consistently and persistently, but avoid being overly aggressive or pushy. If you don’t reach the lead initially, leave voicemails, send follow-up emails, and try again after a reasonable interval.

Provide Value: Offer value in your follow-up communication. Share helpful resources, offer to answer questions, or provide insights that demonstrate your expertise and the value your product or service can provide.

Listen and Engage: Listen actively to the lead’s needs, concerns, and questions. Engage in two-way communication to understand their challenges and objectives better. This builds rapport and trust.

Qualify Leads: Use lead qualification criteria to prioritize your follow-up efforts. Focus your time and resources on leads that are more likely to convert into customers based on their level of interest, budget, timeline, and fit with your offering.

Set Clear Next Steps: Clearly outline the next steps in the sales process during your follow-up communication. Whether it’s scheduling a demo, sending more information, or arranging a meeting, make it easy for the lead to take the next action.

Use CRM Tools: Utilize Customer Relationship Management (CRM) software to track leads, record interactions, and schedule follow-up tasks. CRM systems can help you stay organized and ensure that no leads fall through the cracks.

Follow Up Even After the Sale: Lead follow-up doesn’t end once a lead becomes a customer. Continue to engage with customers post-sale to ensure satisfaction, foster loyalty, and encourage repeat business.

Measure and Analyze: Track key metrics related to lead follow-up, such as response rates, conversion rates, and time to close. Analyze this data to identify areas for improvement and optimize your follow-up strategies over time.

By implementing these best practices, sales teams can effectively nurture leads, build relationships, and increase their chances of converting leads into satisfied customers.