Lead follow-up is essential

How to prepare for contacting a new lead since lead follow-up is essential in sales. Let’s begin by deciding how you will communicate with your prospect. Let’s first review the reports. What does your report have available for you to use as a guideline? The reports will help you determine where to begin your approach.

The notes from the report should include the name of the exact contact, the company name, their title, telephone number, email address, business address and details about the conversation your prospect had with Rich Enterprises and other helpful information.

Read your reports thoroughly. Notes included in the report in many cases, give you a “feel” for the type of conversations to date. Notes will steer you in the right direction and from those details, it can enable you to continue from those previous points.

Other helpful ways to follow-up with your lead is to know about your prospect. Perhaps knowing exactly which position your prospect is in, will be important to know for determining how far you can go with your conversation.

Lead follow-up in sales is critical to success

For example, is your prospect the Director or the assistant? Is your prospect brand new in their position or even the C.E.O. of the company? Is this prospect male or female? Are they the decision maker or involved in the decision-making process? This information is helpful before beginning your follow-up.

Lastly, reviewing the company’s website is an extremely helpful tool. A company’s website can give you a wealth of information; such as how long the company has been in business, the company’s mission statement and their objectives, as well as different departments with contact names and phone numbers to utilize.

These helpful tips can be used as guidelines before making follow-up calls to your leads. The more knowledgeable you are before your call, the more comfortable and confident you will be to close the sale. Lead follow-up is essential to keep a full sales pipeline for continual growth.

How do you handle lead follow-up? Rich Enterprises Inc has marketing programs to fit every need! Check us out: or contact us to schedule a call: Online Calendar – Schedule time to talk

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Sales team management takes experience and a game plan. The success of your business depends on a successful sales team. 

We have over 25 years experience managing sales teams, with a focus on HVAC appointment setting sales, refrigeration telemarketing, industrial sales appointment setting, mechanical lead generation, oil &  gas inside sales, and commercial sales team training.

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