How do you track your leads?

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In this section we will focus on the lead tracking process.

Although it may seem simple, writing follow-ups requires methods and skills that you can only acquire with experience as a salesperson.


Introductory messagethat needs to be monitored
What are the stages of monitoring?
First, you need to understand that your lead tracking can be designed as a 4-stage process:

Step 1: Create a list of all your leads. With this knowledge, you will be able to determine vp manufacturing production email list which leads need to be followed up on.
Step 2: Create a calendar or roadmap for when to send each follow-up message.
Phase 3: For each prospect, determine their interest. Your follow-up will be more effective if you engage your lead and show them the ROI behind it all.
Phase 4: Submit your follow-up.
This quick 4-step process can help you get a clearer picture of your follow-up flow and make it much more effective.

With the help of automation, you can do all this even faster.

This is exactly what we do at LaGrowthMachine, but we will explain this process in more detail in this post.

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How quickly to follow up on a lead?
This is where you need to understand two things:

When your lead sends you a message, the sooner you respond, the better! Studies show that if you reply more than 1 hour later, your lead conversion rate drops dramatically. Why? Because when your customer writes to you – especially if it’s an inbound customer – they go through a kind of email warm-up phase where they’re ready to talk. If you miss this opportunity, they might turn to one of your competitors or think of alternative solutions. It’s just a matter of time here.
Once you've sent a message to your leads, you're in an outbound pattern. This means you need to be careful not to frustrate your leads, but also not to let them slip out of your sequence. In B2B, it's best to send your lead a message every 3-4 days.

The response date has a huge impact on your relationship
Your industry also affects the frequency of your follow-ups.

In some industries you may want to be gentler and send messages at longer intervals, while in others you may want to be more persistent and send daily emails.

How often should you follow up with a lead?
In B2B, the sales conversion cycle has historically been longer than in B2C and will always require human sales contact.

Therefore, nurturing relationships is the name of this game.

Relationships begin with your brand image, the first messages you send to your customer, and end the moment your customer leaves you.

During the acquisition phase, you should pay attention to the time it takes you to respond to your customer (see previous paragraph), but also to the frequency with which you send them messages.

At LaGrowthMachine we recommend:

Keep in touch with them every 3-4 days , through different channels and message formats.
No more than 3 follow-ups . If your lead hasn’t responded after 3 big follow-up messages across different channels, it means that your segmentation needs to be improved or they are simply not interested in what you are telling them – after all, it happens every day.

But it also depends on the channel you use.

Prospecting on LinkedIn , via email , or through cold calling all work on different principles.

That's what we'll see next.