How to Follow Up on a Large Number of Leads

Leads are the lifeblood of sales people. You rarely ever hear a rep complain about too many good leads. You might, however, hear a rep complain about too many leads. (note that the word “good” is missing in that sentence). Companies spend good money on leads and expect them to be acted upon. When there are too many it can be a challenge for a rep to spend quality time on every single one of them while still working with existing deal flow and customers. Here’s a way to follow up and get stellar results.

Let’s say that you get a stack (or a large spreadsheet) of leads from a recent campaign that your company just executed. It could be an email advertising campaign, trade show, or any other activity that resulted in a large (that word depends on t he company and number of reps) number of inbound leads. “Hooray!” you say until you start sifting through the leads and find all kinds of tire-kickers, students, or otherwise unqualified buyers. Deflated, you start sorting through the leads looking for anyone that could potentially buy from you. Sound familiar?

There is a solution to your problem and it’s an email. And, it goes something like this:

TO: Prospect

FROM: Sales Rep

SUBJECT: What is?

Dear Prospect,

Thank you for attending our webinar, “How to Get the Most Out of Your Sales Team”. We hope that you found the information useful.

What is your particular interest in this topic?

Regards,
Sales Rep

That’s it. This email will elicit a 20% response rate – an incredibly high rate for email. There are a myriad of reasons that this email works so well, all explained in my book. And there are samples of other emails that work too.

If you are sitting on a stack of leads and don’t know what to do, take a few minutes to send a “What is?” email and you’ll be pleased with the results. And when you are, check out my book for more incredible email secrets.

The book is available at every major ebook retailer including Amazon, Barnes and Noble, Sony, and Kobo. It’s also available for your iPad at the iTunes store.

No eReader? No problem! Click HERE to download and print the book in any format you want.