You've done your initial round of outreach - now what? We've got tips for following up with prospects you haven't heard back from, as well as leads!
How should I follow up with my leads?
First of all, if you're getting positive responses and potential leads from your initial outreach - congratulations! Now it's just a matter of staying persistent.
Whenever you get a response asking for a flyer, we suggest keeping in touch with that lead not just over email, but by phone. Your leads often don't have the same urgency to stay in communication once they've received a flyer with all the information. Only your persistency will keep your space top of mind for them.
TIP: If a lead doesn't supply you with a phone number, log back into Resquared and search for the business on your list. Click on their business name, and any publicly listed information they have will pop up on the right side of the page. You can also set reminders to call/email them again from here, in case you aren't able to reach them on the first try!
Ideally, try and get them on the phone the same day as their response and when you send the flyer over. You can use the flyer as an opportunity to ask for the phone call or meeting, so you can personally walk them through all of the information (as opposed to leaving it to them to review in their own time.)
Check out this blog article for my tips on getting past the 'flyer' stage with leads!
Who else should I follow up with?
One of the great features of Resquared is that you can see an estimated amount of times that your email has been opened by your prospects. This is incredibly useful when determining who to follow up with. Of course, any lead responses should be your primary focus, but you may find hidden gold in the prospects who don't respond, but have opened your email several times!
Steps to take when following up with prospects who have not yet responded:
- Review who on your list has opened your email the most. You can see this by hovering over the email icon next to the business name on your list, or by using our communications center. If a business has opened your initial email 3 or more times, they likely have interest but you may need to be more persistent with them.
Click on the business name to pull up the rest of of their contact data. If they have a phone number, give them a call. This is a great method not only because you can get an immediate answer from them if you manage to speak to them, but you can also refer to your original email since they likely reviewed it several times already. Check out our knowledge base article about call rules and scripts for more tips!- You may also want to try to sending them another follow-up email. You can use the communication center to create a list to use that to send replies directly from Resquared.
- If a business has Facebook or Instagram messenger, this is an incredible method that usually yields in quicker responses and high engagement. Check out our article on social media prospecting as well as best practices for FB and IG.