Marketing

How To Nurture Your Leads With An Automated System

5
Minute Read
Post by
Jordan Stambaugh

Increase Your Revenue By Following Up With Leads!

I can't tell you how many times I've had to help clients with their sales process.

From my perspective as the lead generator, there is no point in filling a leaky bucket. If they're not closing leads into sales (for whatever reason) it's just not an ROI for the client.

So here at Stambaugh Designs we decided to deploy a great web application called Lead Carrot with most of our lead generation campaigns.

This way as leads come into the system, they are followed up with - automatically.

By treating each lead that is generated like a unique individual *gasp* then you can increase your closing rates and drive increased revenue and therefore ROI on your lead generation campaign.

How Lead Carrot Works

Example of a lead pipeline

Lead Carrot is very simple, yet effective. Basically every time a new lead comes in, the system starts an automation for that lead.

The first message might be a text message thanking the lead for contacting your company.

As an example, the lead might be generated through a Facebook ad who entered their phone number.

Since they filled out a form and became a lead, you have the right to use their info to get in touch with them. 5 minutes later (or any time interval you want) Lead Carrot sends them a text and as they go back to their phones home screen from Facebook, they would see they have a new text message. They will be engaged and to be quite frank probably impressed at the speed at which someone reached out to them regarding their inquiry.

The whole goal here is to move that lead from being a cold form fill to a warm conversation with a real human.

Unfortunately, this doesn't always happen in the first outreach.

It takes on average 7 touches until someone finally decides to respond.

It's kind of ironic, if you ask me. We live in the age of "Instant Gratification" and yet people are so resistant to actually following through with requesting to be contacted by a company. I digress.

Other than text messages you can set up your lead follow up sequence to have automated emails and ringless voicemail drops (RVD) as well.

The lead follow up pipeline

Having a system for following up with leads is the difference between increased profits, and losing out on profits.

In today's world, a single lead might request a quote from 5 different companies. It's up to you to consistently follow up with your leads until they either buy or say they've went with someone else.

The lead follow up pipeline has stages - in this example for a roofer it has:

  • Lead In
  • Contact Made
  • Walkthrough Scheduled
  • Proposal Made
  • Follow Up
  • Won/Lost

Each stage can have automations, but we've opted to build out automations on the "Follow Up" stage for obvious reasons.

This way we know that each lead moved into the "Follow Up" stage will be receiving 7-10 follow up messages via text and email over the next 30-60 days.

Then all they have to do is take the incoming reply communications and update each lead profile with new information.

The Lead Profile

Here's what the lead profile page looks like within Lead Carrot:

I've redacted sensitive lead / client information for obvious reasons but at least you can see how everything is laid out.

Here you can update information regarding each lead that comes in so you can take personal care of each individual.

The pipeline stage that the lead is in is shown along the top for each navigation between the stages.

Lead Follow Up Software

I can go on and on about this lead follow up software. It truly does help in increasing sales and profits for my clients. I don't think that follow ups are fit for a human anymore when technology can actually do it better.

SIGN UP FOR LEAD CARROT HERE.

Feel free to shoot me a message if you have any questions, or if you're in need of lead generation yourself. We would love to work with you to help grow your business! 

As always thanks for reading, and good day, and good design! 

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