Lead Follow Up
A. Responding to Calls – All leads should be responded to within 5 minutes. If you do not get a response a second call in the evening should be attempted.
You may be wondering how to organize your follow ups and make sure you are touching everyone frequently and making sure no one falls through the cracks. Here is a full proof way of staying in touch and making sure that you stay in front of your leads.
P stands for priority, this is where you’ll want to start your day, F stands for follow up, these are leads with whom you’ve had contact..
P1: Call Now!
The P1’s are the new leads in your system. Studies show that you are 21 times more likely to contact a lead if you respond within 5 minutes of their initial inquiry. The longer you wait, the less likely it is that you will make contact with the lead and/or get them qualified.
P2: Call Again
These are leads that have been contacted but no appointment has been scheduled yet. These will be the leads you call once your P1’s have been called. You will be able to sort by registration date, new lead or attempted contact.
P3: Call Active
Your P3’s will be leads that have registered more than 15 days ago OR have logged back in within 30 days. You can sort these leads by registration date, last log in, new lead or attempted contact. Typically the leads that have logged in the most recently are the once that you’ll want to contact first.
P4: Change Search
These are sometimes overlooked but could make a HUGE difference. Those that are in your P4 filter need to be “cleaned up”…organize your leads, add labels and update stage. Go into their search criteria and make sure they are getting exactly what they want based on behavior and/or conversation. Narrow down their search. See what they’ve been looking at to help you determine what you need to adjust.
F1: These are leads that you’ve had a conversation with and/or manually scheduled a reminder to call on a certain day. This is the group you need to call first and this is when your detailed notes will come in handy.
F2: Email today. This group you have scheduled to email on a certain day.
F3: This group will be all leads that do not fall into the F1 or F2 category but need to be touched.