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Lead Follow-up

November 28th, 2006 | Marilou Barsam

There has been a lot of discussion on lead follow-up.
Do you nurture your leads via phone, email or a combination of both?
What do you do if a lead does not supply full contact information such as address or phone number?

We have seen that it is important to start with good qualifying questions to help segment leads.  From there, prioritize leads based on the qualifing questions and the actions taken by the leads.  Regardless of where they are prioritized, all leads need to be followed up within 24 hours. However, this does not mean all leads should be treated the same.
How do you follow up with your leads?

This entry was posted on Tuesday, November 28th, 2006 at 1:00 pm and is filed under Lead-Gen Strategies, Best practices, Lead quality. You can follow any responses to this entry through the RSS 2.0 feed. You can post a comment, or trackback from your own site.

2 responses to “Lead Follow-up”

  1. Dave Murray Says:
    December 1st, 2006 at 6:42 pm

    The secret to lead qualification is placing the individual at ease. The moment a lead senses that the conversation is becoming a “pitch” you run the risk of losing credibility. So, it is important to ask questions and avoid making defining statements.

  2. Patrick Schaber Says:
    December 4th, 2006 at 12:38 pm

    I also think its very important for Marketing to pass on as much information as possible to sales about where the lead originated and tools they have available to them in their follow-up.

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