From the excellent Win Without Pitching blog, Blair Enns lays out a 4-touch follow-up plan for prospects:
- 1st touch – Voicemail
- 2nd touch – email; within 48 hours of 1st touch
- 3rd touch – Voicemail (1-3 days later)
- 4th touch – email (1-2 days later)
We use a similar system with our own Lead Zeppelin account. And, rather than pre-load all the tasks, we just add them after noting each follow up, since the duration may vary and we might move the prospect to the next phase earlier than expected.
What’s your follow up routine?
If there’s one thing I’ve heard from our customers, is that when it comes to lead generation and nurturing, they admittedly suck at follow up.
Now that we’ve rolled out a simple CRM that meets the needs of many small businesses, especially with our own integrated web-to-lead forms, the next feature was obvious. Tasks!
We already automagically fire off a confirmation email to your prospects immediately after they fill out your form helping you look more pro. After you’ve contacted and qualified the prospect, you can now add follow up tasks such as emailing or calling them. Depending on your sales process, you may have other steps along the way, like meetings, reviewing proposals and more.