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Best Practices for Inbound Lead Follow-Up
newbreedrevenue.com
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“You can assess each lead’s needs and level of interest based on how frequently they visit the site and what content they engage with while there.” While you want to make sure that you’re getting in touch with BoFu leads as soon as possible because they have the highest likelihood of converting, you don’t want to do that at the expense of letting quality MoFu leads go completely cold. To increase your ability to respond to leads in a timely manner, it’s beneficial to have a strong first-touch email template that you can fire off to a bunch of contacts as they come into the system. That doesn’t mean sending identical, impersonal emails but rather having drafts with your introduction and the next steps already in place. Then, you can add in custom text based on what you know about the contact. 3. Be as Helpful and Human as Possible In order to stand out from all the other outreach your prospects are receiving, you need to make sure your message will resonate with them and add value. Even if a prospect eventually decides not to work with your company, they might come back to you when their circumstances change or refer other business to you if you’ve helped them and created a positive experience. At New Breed, we use the give-and-get model to ensure our outreach is beneficial for both the prospect and ourselves. So, in every message we send, we give something of value before asking to get anything in return. Digital body language can help you determine what a valuable give will be for each prospect. For example, a meetings link wouldn’t be valuable to a prospect higher in the funnel, but they could benefit from a relevant content offer or the opportunity to ask you some questions. 4. Have a Clear Ask or Offer In addition to offering value through your outreach’s messaging or content, you also need to provide a clear takeaway that prompts action. What are you offering up as a relevant next step to keep the prospect engaged and start a sales conversation? When crafting outreach messages, start by gathering context about the prospect to include in the intro.
“Lead follow-up results in one of three outcomes:” While you want to make sure that you’re getting in touch with BoFu leads as soon as possible because they have the highest likelihood of converting, you don’t want to do that at the expense of letting quality MoFu leads go completely cold. To increase your ability to respond to leads in a timely manner, it’s beneficial to have a strong first-touch email template that you can fire off to a bunch of contacts as they come into the system. That doesn’t mean sending identical, impersonal emails but rather having drafts with your introduction and the next steps already in place. Then, you can add in custom text based on what you know about the contact. 3. Be as Helpful and Human as Possible In order to stand out from all the other outreach your prospects are receiving, you need to make sure your message will resonate with them and add value. Even if a prospect eventually decides not to work with your company, they might come back to you when their circumstances change or refer other business to you if you’ve helped them and created a positive experience. At New Breed, we use the give-and-get model to ensure our outreach is beneficial for both the prospect and ourselves. So, in every message we send, we give something of value before asking to get anything in return. Digital body language can help you determine what a valuable give will be for each prospect. For example, a meetings link wouldn’t be valuable to a prospect higher in the funnel, but they could benefit from a relevant content offer or the opportunity to ask you some questions. 4. Have a Clear Ask or Offer In addition to offering value through your outreach’s messaging or content, you also need to provide a clear takeaway that prompts action. What are you offering up as a relevant next step to keep the prospect engaged and start a sales conversation? When crafting outreach messages, start by gathering context about the prospect to include in the intro.
“You book a meeting and turn the lead into an opportunity” While you want to make sure that you’re getting in touch with BoFu leads as soon as possible because they have the highest likelihood of converting, you don’t want to do that at the expense of letting quality MoFu leads go completely cold. To increase your ability to respond to leads in a timely manner, it’s beneficial to have a strong first-touch email template that you can fire off to a bunch of contacts as they come into the system. That doesn’t mean sending identical, impersonal emails but rather having drafts with your introduction and the next steps already in place. Then, you can add in custom text based on what you know about the contact. 3. Be as Helpful and Human as Possible In order to stand out from all the other outreach your prospects are receiving, you need to make sure your message will resonate with them and add value. Even if a prospect eventually decides not to work with your company, they might come back to you when their circumstances change or refer other business to you if you’ve helped them and created a positive experience. At New Breed, we use the give-and-get model to ensure our outreach is beneficial for both the prospect and ourselves. So, in every message we send, we give something of value before asking to get anything in return. Digital body language can help you determine what a valuable give will be for each prospect. For example, a meetings link wouldn’t be valuable to a prospect higher in the funnel, but they could benefit from a relevant content offer or the opportunity to ask you some questions. 4. Have a Clear Ask or Offer In addition to offering value through your outreach’s messaging or content, you also need to provide a clear takeaway that prompts action. What are you offering up as a relevant next step to keep the prospect engaged and start a sales conversation? When crafting outreach messages, start by gathering context about the prospect to include in the intro.
“The lead rejects your outreach attempts or is disqualified” While you want to make sure that you’re getting in touch with BoFu leads as soon as possible because they have the highest likelihood of converting, you don’t want to do that at the expense of letting quality MoFu leads go completely cold. To increase your ability to respond to leads in a timely manner, it’s beneficial to have a strong first-touch email template that you can fire off to a bunch of contacts as they come into the system. That doesn’t mean sending identical, impersonal emails but rather having drafts with your introduction and the next steps already in place. Then, you can add in custom text based on what you know about the contact. 3. Be as Helpful and Human as Possible In order to stand out from all the other outreach your prospects are receiving, you need to make sure your message will resonate with them and add value. Even if a prospect eventually decides not to work with your company, they might come back to you when their circumstances change or refer other business to you if you’ve helped them and created a positive experience. At New Breed, we use the give-and-get model to ensure our outreach is beneficial for both the prospect and ourselves. So, in every message we send, we give something of value before asking to get anything in return. Digital body language can help you determine what a valuable give will be for each prospect. For example, a meetings link wouldn’t be valuable to a prospect higher in the funnel, but they could benefit from a relevant content offer or the opportunity to ask you some questions. 4. Have a Clear Ask or Offer In addition to offering value through your outreach’s messaging or content, you also need to provide a clear takeaway that prompts action. What are you offering up as a relevant next step to keep the prospect engaged and start a sales conversation? When crafting outreach messages, start by gathering context about the prospect to include in the intro.
“You never get any reply and enroll them into a long-term follow-up queue” While you want to make sure that you’re getting in touch with BoFu leads as soon as possible because they have the highest likelihood of converting, you don’t want to do that at the expense of letting quality MoFu leads go completely cold. To increase your ability to respond to leads in a timely manner, it’s beneficial to have a strong first-touch email template that you can fire off to a bunch of contacts as they come into the system. That doesn’t mean sending identical, impersonal emails but rather having drafts with your introduction and the next steps already in place. Then, you can add in custom text based on what you know about the contact. 3. Be as Helpful and Human as Possible In order to stand out from all the other outreach your prospects are receiving, you need to make sure your message will resonate with them and add value. Even if a prospect eventually decides not to work with your company, they might come back to you when their circumstances change or refer other business to you if you’ve helped them and created a positive experience. At New Breed, we use the give-and-get model to ensure our outreach is beneficial for both the prospect and ourselves. So, in every message we send, we give something of value before asking to get anything in return. Digital body language can help you determine what a valuable give will be for each prospect. For example, a meetings link wouldn’t be valuable to a prospect higher in the funnel, but they could benefit from a relevant content offer or the opportunity to ask you some questions. 4. Have a Clear Ask or Offer In addition to offering value through your outreach’s messaging or content, you also need to provide a clear takeaway that prompts action. What are you offering up as a relevant next step to keep the prospect engaged and start a sales conversation? When crafting outreach messages, start by gathering context about the prospect to include in the intro.
While you want to make sure that you’re getting in touch with BoFu leads as soon as possible because they have the highest likelihood of converting, you don’t want to do that at the expense of letting quality MoFu leads go completely cold. To increase your ability to respond to leads in a timely manner, it’s beneficial to have a strong first-touch email template that you can fire off to a bunch of contacts as they come into the system. That doesn’t mean sending identical, impersonal emails but rather having drafts with your introduction and the next steps already in place. Then, you can add in custom text based on what you know about the contact. 3. Be as Helpful and Human as Possible In order to stand out from all the other outreach your prospects are receiving, you need to make sure your message will resonate with them and add value. Even if a prospect eventually decides not to work with your company, they might come back to you when their circumstances change or refer other business to you if you’ve helped them and created a positive experience. At New Breed, we use the give-and-get model to ensure our outreach is beneficial for both the prospect and ourselves. So, in every message we send, we give something of value before asking to get anything in return. Digital body language can help you determine what a valuable give will be for each prospect. For example, a meetings link wouldn’t be valuable to a prospect higher in the funnel, but they could benefit from a relevant content offer or the opportunity to ask you some questions. 4. Have a Clear Ask or Offer In addition to offering value through your outreach’s messaging or content, you also need to provide a clear takeaway that prompts action. What are you offering up as a relevant next step to keep the prospect engaged and start a sales conversation? When crafting outreach messages, start by gathering context about the prospect to include in the intro. “Consider connecting with qualified leads, interacting with their content and potentially messaging them through the social media platform.” The faster you respond, the fresher your product or service is in the prospect's mind, leading to higher chances of engagement. But just how quickly should you be reaching out?Research suggests that contacting leads within five minutes makes you 100 times more likely to connect with them than if you waited an hour. In fact, you're also 21 times more likely to turn them into an opportunity.