Why Failing to Follow-Up Isn’t an Option

One would come to think that the idea of following up with sales leads is a fairly obvious concept. You receive the lead, you follow-up with the lead – it’s the expected cycle. Yet, surprisingly enough, many companies are missing out on these obvious opportunities because their sales team isn’t following up when they should.

The easy argument here would be to say “that would never happen with my sales team.” But in fact, research shows us that it is happening. Research conducted by Salesforce in August of this year showed that “13 percent of inquiring buyers never received a response from a sales rep, and 29 percent never received a call.” Everyone wants to believe their sales team is exceptional, setting the standard for all others in the market. Unfortunately, reality tells us different.  If you’re looking to build a business partnership and never receive a follow-up from a company you reach out to, how likely are you to try again? Most of us would write off that business and move on. You’re prospective customers will react exactly the same way you would in that situation – we don’t normally get a second chance at that first impression.

The second worst thing our salespeople can do, aside from not following-up at all, is following-up too late. It’s common for businesses to take a day or two to get back to their leads. This means one thing; you need to be the quickest. You have the ultimate advantage over your competition if you respond to your leads first. As the saying goes, “the early bird gets the worm” and every great sales team understands how valuable a quick response time can be.

We aren’t reinventing the wheel here: this is a common mistake made by thousands of sales rep every week, but the fix is simple. Be conscious of your follow-up process, don’t let leads slip through the cracks and you’ll quickly be one step ahead of your competition.