🎬 Watch this video for a quick breakdown: https://www.loom.com/share/8e06cbf3603e4a789ffdf62cbb07b77e
On average, about 85% of the leads we submit will show up for an appointment, but that leaves roughly 15% who may not engage or even show up. To maximize your conversion potential, it's crucial to implement effective follow-up strategies for these leads.
Following up with leads that don’t convert is vital. Many sales professionals find that nurturing leads over time can eventually lead to successful conversions. Remember, leads may need time to make a decision, and consistent engagement can keep your solution top of mind.
A Customer Relationship Management (CRM) system is an essential tool for managing your leads and automating follow-up processes. It helps you track interactions, manage nurture sequences, and streamline communication.
Nurture sequences are a series of emails designed to re-engage leads who have shown interest but have not yet converted. Here’s a simple four-step email sequence to consider:
Email 1: Share your playbook or valuable resources.
Email 2: Highlight case studies and client testimonials.
Email 3: Direct them to a dedicated case study page for further reading.
Email 4: Offer an ROI calculator to help them see the value of your services.
These emails should be spaced out, ideally every couple of weeks, to maintain engagement without overwhelming the recipient.
For leads who don’t show up for scheduled appointments, it's essential to have a rescheduling sequence in place. Here’s a general structure:
Initial Follow-Up: Acknowledge that you couldn’t connect and offer a link for them to reschedule.
Engagement Questions: Include questions in your emails to prompt a response, rather than just providing links. This can help you better understand their needs and re-engage them effectively.
For leads that have gone cold, consider sending re-engagement emails similar to your nurture sequences. Use this opportunity to remind them of the value you provide and invite them to reconnect.
Consistency is key in sales. Many successful conversions happen long after the initial contact. For instance, one of our clients nurtured a lead for almost a year before landing a contract worth $2,500 per month.
Building relationships takes time and effort, just like nurturing leads. The money is in the follow-up, and with the right strategies in place, you can turn non-converted leads into successful deals.
