Step 1: Get them on the phone

Begin with a phone call as it is the most effective method for lead conversion. Engaging in a conversation over the phone provides the opportunity to introduce yourself, elaborate on how your assistance can be beneficial, and promptly address any inquiries your lead might have. To optimize your conversion rates through phone calls, it is essential to adhere to specific guidelines.

Note: Make sure that you call all of your leads within the first 5 minutes of receiving the lead, as this is when you have the highest chance of reaching them.

Double Dial 

A strategy we often use to engage leads over the phone involves a technique known as double dialing. People tend to be cautious about picking up calls from unfamiliar numbers. However, the idea behind double dialing is intriguing. When a call comes in consecutively from the same number, it tends to arouse curiosity. The repetition suggests a purpose behind the call, making the recipient more inclined to answer, assuming there is a specific reason for the repeated contact.

Leave a voicemail

In the event that your lead remains elusive even after the second call, the next step is to leave a voicemail. Prior to making the call, ensure you are well-prepared with a concise and compelling message in case the call goes to voicemail. It's crucial to be ready and avoid being caught off guard, ensuring that you can effectively communicate your message and seize the opportunity to establish a connection with your lead.

Step 2: Send them a text message

If your lead didn't respond even after two calls and a voicemail, don't lose hope. The fact that they didn't answer the phone doesn't necessarily indicate a lack of interest. Adhere to the golden rule of follow-up: refrain from assuming disinterest unless you receive a definitive "no" from the lead. Persistence and continued efforts may unveil potential interest or provide an opportunity for further clarification.

Step 4: Follow up with an email
 

While email may not hold the undisputed title of the king of sales follow-up, it remains a crucial component of your strategy. In your email, acknowledge your attempt to reach out via phone and mention a follow-up text message.

Maintain brevity in your email, as studies indicate that messages with 200 words or less achieve higher open and click-through rates. Ensure your email is concise, highlighting the key points and emphasizing the multiple channels of attempted communication, fostering a comprehensive and persistent approach.

Step 5: Continue to follow up until they tell you to STOP

 

Absolutely, the absence of a response doesn't equate to a definitive "no." In fact, it might signify potential interest, and without follow-up, you risk missing out on a valuable opportunity. Failing to follow up due to non-responsiveness could mean losing a potential buyer or seller.

While this checklist addresses the initial contact, it's essential to recognize that a comprehensive follow-up strategy extends beyond. Success often requires a series of follow-up efforts, including a minimum of six calls within a month, complemented by 6-7 follow-up emails and multiple text messages. Persistence and a multi-channel approach significantly increase the chances of establishing a connection and converting leads into meaningful engagements.