How Many Times Should You Follow Up With a Lead?

First contact

When a user requests quotes on reallymoving, it suggests they’re ready to make a decision immediately. In some cases, they’ll call you directly, but it may be that they’ll let your details sit in their inbox until lunchtime at work, or until they’ve had a chance to discuss with their partner.

Whilst you might be ready now, it doesn’t mean they are.

Get their attention early on to let them know you want to work with them but bear in mind that they might not be ready for a phone call just yet.

Have a think about when those calls and emails are going out – getting texts late at night or phonecalls around dinner time is an easy way to stop the customer connecting. You want to get their attention, but their lives are busy. Take away the stress instead of adding to it.

When does a follow up become spam?

Have a think about your follow up process:

• How many times are you contacting the same customer?
• How many different ways are you contacting them? (text, email, calls)
• What timescale are you contacting them over?

 If you’re calling 3 times, leaving voicemails, sending multiple emails and texting, the customer is going to feel hunted.

That’s a bad experience for them using reallymoving, and it’s not helping you convert those conveyancing leads positively.

So here are our ‘best practice tips’ to make sure you’re not overwhelming the user and that you’re employing responsible marketing

Best Practice for converting a lead: 

1. Make your initial interaction count

Show off the best of your company on that first interaction. Be clear, friendly and lead with your strengths. If you’ve got immediate availability, or you’re running a special offer, let them know.

2. Don’t assume that continual impersonal outreach will make a difference

Continuing to send the same email or leave the same messages might remind the customer of who you are, but it will also irritate them. Either they’re not convinced by your offering, they’re not ready to move forward, or they’ve have gone with another company.

Make your interactions personalised and take them as an opportunity to learn more about the customer.

3. Adapt your offering

Give the potential client everything they need to make an informed decision. Don’t try to tempt them by leaving out information or being vague. Be clear, concise and helpful.

Accept that some customers will take a little more time to come to you. If you’ve given them what they need and made a good impression, continuing to badger them will only undo all that good work you’ve done.

4. Know when to stop

Sending out email after email after weeks have passed is not good marketing. Work out an appropriate time to stop chasing.

5. Send a confirmation

When you’ve converted a customer, either by phone or email, send a confirmation email. This will ensure they know exactly who you are, what you’ve agreed, and what’s happening next.
 
As we all know, moving can be a stressful time, and by simplifying it for the customer, you can make the process a little easier. We’re sure they’ll thank you for it.

For more tips on converting leads, be sure to talk to your reallymoving sales manager.