4 Tips on What to Do After You Send a Follow-Up

You have read a ton of posts and articles on following up with leads. You have become a master of the follow-up...

Now what?

Following up with your leads is a huge step towards sales success, but many people don't know what to do after their initial message.

Getting a response or closing a sale are the best outcomes from a first follow-up email. Frequently, though, your follow-up email will be sent to the trash and deemed unworthy of a response. Properly engaging your leads gets them filtered into your sales cycle and potentially turns leads to a sale. With so many people telling you how to follow-up, you need to learn what to do when your follow-up works and when it fails, and next steps to consider.

4 Tips for What to Do After You Send a Follow-Up

1. Answer Questions

Customer responses show engagement and that they are interested in what you have to offer. Industry research shows that between 45-50% of all inbound sales are not followed up with after the original point of contact. Based on their response, you can better gauge the customer's needs and set up a plan of progress towards the sale. Setting up times for calls, video meetings, or a way to further discuss things would be a logical next step for sales. Well informed clients will feel more confident in their purchases.

According to the Harvard Business Review, companies that respond to queries were 7 times more likely to have meaningful conversations, but most companies are very slow to respond or will not respond at all. It was found that companies that responded within the first hour to questions were 60 times more likely to qualify a lead than if they waited 24 hours.