If you want to grow your business, you need to add new customers to your roster. That means seeking out–and signing–leads as customers. But first, you need a way to collect them and then keep tabs on them so you can follow up regularly (without being sleazy).
Having a system in place lets you track where leads are coming from, what they ask about and how you’ve responded to their requests. A system also provides a way to look back at your communication so you know if you offered them special pricing or other considerations.
So what do you need to make this all happen, so those leads turn into happy customers?
A customer relationship management (CRM) tool.
There’s an endless number of CRMs out there to keep track of your customers and leads; I like (and use) 17hats. A CRM can capture lead contact information and place each lead in a workflow or email sequence so you can start a conversation with them.
A CRM lead capture form embedded on your website.
Prospects come to your website to find out more information about you and to get in touch with you. A lead capture form collects their name, email address, phone number–any information you’ve indicated is important for you to be able to respond to them. Number Nerd’s is pretty detailed, check it out here! I actually use my own capture form as a bit of a “test.” If it’s not filled out prior to our introductory call, an auto-responder reminds them (and I know how much additional follow-up I might need to do if we work together).
An email sequence and workflow.
You need to follow up with every lead, so it makes sense to have a sequence of emails that they receive so the lead can schedule a time with you or give you more information. A workflow is essential so you can follow up in real time and make notes about the status of the lead. Want help with this? Watch my free webinar about leads and follow-ups!
Great timing for following up.
When you send a quote to a lead, know that your follow-up timing is key. Your follow-up sequence should include three points of contact, via phone or email, about two days apart. The last time you contact the lead, let them know that you’ll be archiving their information and that the ball is in their court.
A system for coding the lead.
Even when you don’t win the lead, you’ll want to keep track of where you were in the communication process with them. Let every lead know that you’ll be keeping in touch with them, whether they choose you or not. And then follow up on that promise. You never know how that other relationship will pan out.
Your leads are the key to your business growth. But when you’re busy working with other clients or on your own business, it’s easy to overlook your follow-ups. Get a system down so following up is routine and even done for you!
Need help getting started? Grab Number Nerd’s workflow and automation templates. I’ve done the heavy lifting for you!