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4 Reasons Why You Should Always Follow Up With Online Retailer Leads

By Darren Pierce on Nov 11, 2015 11:00:00 AM

Follow-ups can be tedious and discouraging, and I don’t personally like to be seen as that annoying salesperson who won’t stop calling, but consistent follow-ups are a crucial part of sales.

Here are 4 reasons why you need to be following up with leads and prospects.

1) Your Lead Might Not Be Ready To Buy This Instant

There's a reason we put an emphasis on lead nurturing. Even qualified leads aren't necessarily ready to buy this instant. In fact, most of your leads won't be ready to buy for three months after requesting information. Letting those leads sit on ice for three months until they’re good and ready to chat doesn't sound like an effective strategy. Following up consistently can keep the lead warm and your brand top of mind.

2) It’s Just Plain Hard To Connect

I don't have to tell you how hard it can be to connect with a lead. In my experience, it can take up to 8-9 follow-ups before reaching a lead, and these follow-ups happen before I ever get into the actual selling and lead nurturing, which (as you’ll see in the next point below) takes a lot of time in and of itself. Just one or two follow-ups won’t even get your foot in the door, let alone a chance to seriously talk to anyone.

3) Leads Need Time To Make Decisions

After you’ve finally gotten a hold of a lead, you can plan to follow up at least five more times before having a chance to close a sale. Most sales require at least five follow-up phone calls, and an even greater percentage of leads are converted after more than five follow-ups. Choosing to partner with a vendor doesn’t usually happen overnight.

4) Leads Are Looking For Content & Information

Still don’t believe in the power of content? It's time to change your mindset because leads are looking for content, and they're dropping out of the sales funnel if they're not getting it. Staying in touch with prospects through consistent follow-ups enables you to provide the content and information they’re looking for.

Following up consistently with leads maximizes your chances of closing more sales.

Do you service online retailers? See how the etailinsightscan help your company with lead generation!

Written by Darren Pierce

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