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…But, 50% of people give up after the first try.
When a lead comes in, follow up right away, the longer you take to respond the less likely you are to get the sale. According to research by insidesales.com, “35-50% of sales go to the vendor that responds first.”
A Harvard Business Review study also found that it took companies 42 hours on average before they first respond to a web-generated lead. That’s crazy.
According to Inside Sales, “the odds of making a successful contact with a lead are 100 times greater when a contact attempt occurs within 5 minutes, compared to 30 minutes after the lead was submitted. Similarly, the odds of the lead entering the sales process, or becoming qualified, are 21 times greater when contacted within 5 minutes versus 30 minutes after the lead was submitted.” Be quick to respond.
Talk to your prospects and find out what’s getting in the way of them moving forward. For example, I had a prospect who wanted a new website but did not have access to his domain because his previous web designer had disappeared. He thought it might be very challenging and time-consuming trying to get access to the domain. A deterrent to moving forward with the new website design.
Being helpful goes a long way and shows your commitment. I took the time to conduct the proper research, found the domain registration company and got on a conference call with my client and the company to get it sorted out. It took me less than an hour and I had a signed contract and deposit within 30 minutes of getting off the call with my client and the domain company. How can you be helpful and make it easy for prospects to do business with you?
Do you have a prospect that you are waiting to hear from? Why not send a simple email asking them if they had any more questions? In the same email give them an alternative option. Lay out potential next steps, this helps to make it easy for them. They might be overwhelmed and want to buy but just need help to make the sale simple.
If they don’t have any additional questions, then provide them with the steps to move forward with you. This is a great way of restarting the conversation that has gone silent, getting a definitive NO or getting a signed contract. Don’t hesitate to do a trial close. Ask “when can we ship?” or “when would you like to have the project completed?” or “when could I expect to have a purchase order?” These simple steps will position your prospect to take action.
I know what it’s like to follow up with a lead and get silence on the other end. It can be discouraging. However, don’t be deterred, I have followed up in the past with prospects, and went days, weeks even months without a response only to hear back from them with a signed contract. Remember people are busy, but most importantly people buy when they are ready to buy.