900K Companies 6.1M Contacts 3.6M Emails 5.9M LinkedIn Links 5.6M Company Phones 1.1M Direct Phones

Following Up a Lead

900K

Companies

6.1M

Contacts

3.6M

Emails

1.1M

Direct Phones

5.6M

Company Phones

5.9M

LinkedIn Links

Everyday leads all over the world go unfulfilled. Why? Because the sales person simply can’t get hold of the leads.

So … If you meet a lead via an event, show, networking, or referral, here is the easiest way to follow up:

STEPS	ACTION
1	Tell the lead directly (if you can) that rather than playing phone tag, you will just send them an email (Outlook) invite with a date/time for a phone meeting.
2	Send an Outlook invite email requesting a phone meeting including a date & time. Here is my recommended wording: First Name, It was a pleasure meeting you (state how you met them). To minimize phone tag, I would like to propose you and I have a preliminary phone discussion on x date & time. Please have a look at your schedule. If this does not work for you, please let me know, otherwise I look very forward to our meeting. (NOTE: Do not offer multiple dates or ask them to tell you when they are available. This will cause delays.) List or attach a set of questions &/or an agenda for the meeting. If the lead was a referral: Cc: the person who made the referral … thanking them in the email. NOTE: When choosing a date, pick one 5-10 biz days out to increase the odds of them being available. NOTE: You may want to also leave them a voicemail letting them know about the email to avoid your email getting lost in Spam.
3	Send a meeting reminder (via email) 2 days prior re-stating or attaching the agendaNOTE: The email should state it’s a “reminder” … NOT a “confirmation”. Confirmations provide them an out.