Best Practices for Internet Lead Sales Follow Up

March 15, 2011

Watch the video to find out how and when sales should follow up on Internet leads.

  • You receive a valid phone number with the lead:
    • Call immediately if the lead comes in between 8AM and 7PM.
    • After hours, send an e-mail immediately to acknowledge receipt and ask the best time to follow up
    • Week 1 – no response to email – call the prospect every other day
    • Week 2 – cannot reach prospect by email – call every three days
    • Week 3 – Make one last call attempt
    • After seven calls with no response, turn over to marketing for lead nurturing.
    • You do not receive a valid phone number with the lead:
      • E-mail immediately with qualifying questions, but wait on sending attachments
      • Prospect does not engage after two e-mails turn over to marketing for lead nurturing.
      • The goal of engaging with Internet leads is to:
        • Gather and understand needs
        • Qualify financial means
        • Get them to tour or demo

Leads + CRM + Marketing Automation = More Sales

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