Nurture

After generating you leads, you need to nurture them to become new clients. There are a number of different ways for you to do this:

  • Automated email follow up
  • Personally written email follow up, i.e. not a generic email
  • Phone them

The way which works best for you depends on the product which you are selling, with the amount of time which is profitable to put into a sale - there is no point winning a contract if it costs you more to win than the profit it will generate for you!

Email follow up

It is likely that you have received an automated email follow up after you signed up for something online. Email has been found to have a very good ROI, as you only have to write the email once, then let an automated system handle the rest. This is particularly effective in a high volume environment.

If you operate in a lower volume environment, sending the lead a personalised email, demonstrating that you have researched their company, may be an effective way forward. This method though is much more time consuming, and will likely not yield to the same results as phoning them instead.

Phone follow up

Contacting your lead by phone is ultimately the best way to engage with them. It is the most personal way. Before contacting them though, it is advisable to do a bit of research about their company.

Contacting a lead within 24 hours is again the best way to engage with them. There is so much information out there on the net, your website quickly gets forgotten about - you need to engage with them so you are remembered.