How to follow up on conference leads

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How to Follow Up With Conference Leads the Right Way.

  • Remind Prospects Who You Are. We all think we’re memorable. (I mean, you’re opening sales joke one-liners gets them every. single. time.) But the …
  • Tailor Your Approach for Cold Contacts.
  • Offer Something of Value.
  • Make a Clear Call to Action.
  • Follow Up Multiple Times.

How to Follow Up With Conference Leads (The Right Way)
  1. Don’t send a blast email. You know what a blast email is, because you’ve gotten blast emails in your inbox. …
  2. Don’t hand your leads off to sales right away. I’ve written about why handing off leads to sales right away is a baaad idea. …
  3. Qualify for fit and interest.

Full
Answer

What is the best way to follow up after a conference?

For sales reps, much of the point of going to a conference is to build connections and meet people. But once you’ve gathered those leads, you’ve got to turn it into action. The best way to do this is to send a follow up email as soon as you get back into the office, to make sure you reinforce that connection as quickly as possible.

How do you follow up on a lead in sales?

Clearly define why you are following up. Understand your lead’s mindset. Timing is Everything… and Relative. Be personable. Be personal. Show people that you actually care. Keep it simple. Keep it direct. Don’t be afraid to pick up the phone.

How do you write a follow up email after an event?

Here’s 9 key tips for success with your event follow up emails: Clearly define why you are following up. Understand your lead’s mindset. Timing is Everything… and Relative. Be personable. Be personal. Show people that you actually care. Keep it simple. Keep it direct.

Why is your event follow-up so important?

Your event follow-up is so much more than just an opportunity to get an email opened—it’s an opportunity to make a sound, create a relationship and follow through with your starting goal in mind. Also published on Medium. to comment.

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When should you follow up after a conference?

It’s best to follow up as soon as possible after the meeting. You can do so by sending an email or LinkedIn message, or even by making a phone call. Express your appreciation for their time and include details pertaining to the conversation you had.


How do you follow up on a lead via email?

Email subject line: Here’s that information you requested I’ve attached more information about [request] and [other]. Please let me know when you have had a chance to take a look at this info and would like me to give you a call to discuss. I’d be happy to answer any questions you have.


When should you follow up with a lead?

Even after initial contact, it’s important to follow up with your leads into the future. Sometimes, people simply forget to respond or their needs change unexpectedly. You can follow up weekly with a promotional email or personalized message to remind your leads that you’re still ready to serve their needs.


How do you follow up on a warm lead?

Here are some simple rules for following up with warm leads:Send an email RIGHT AFTER the phone call mentioning some specifics of the call and detailing next steps. … Follow up again 3-5 days after that first email if there is no response.After that, follow up weekly until you get a response.More items…•


How do you politely say follow up?

You could try:“I’m following up on the below” or “Following up on this [request/question/assignment]”“I’m circling back on the below” or “Circling back on this [request/question/assignment]”“I’m checking in on the below” or “Checking in on this [request/question/assignment]”More items…•


How do you politely follow up?

I’m just following up on an email I previously sent to you. I understand that you are busy, but I would appreciate it if you could review the email and respond to me as soon as you can. If I don’t hear from you by the end of the week, I’ll call you at your office.


How do you follow up cold leads?

Here are four steps to write an effective cold follow-up email:Step 1: Use a Solid Email Subject Line to Grab the Prospect’s Attention. … Step 2: Provide Context for Why You’re Reaching Out. … Step 3: Tell the Prospect What’s in It for Them. … Step 4: Include a Powerful Call to Action (CTA) … Using a Trigger Event to Follow Up.More items…•


How often should I follow up with leads?

In most circumstances, every day will be far too often, and once a month is not often enough. I find that once per week or so is appropriate in most circumstances. The best thing you can do in terms of spacing out your follow-ups is to understand your prospect’s timeframe.


How many times should you chase a lead?

A good marketing goal: call every lead within four days … Reaching a business lead within four business days significantly increases the likelihood that this lead will become a sales prospect.


What are the stages of follow up?

Here are five simple steps to effectively follow-up after a sale.Send a note to say thank you. Some companies send emails. … Check in. It’s a good strategy to call clients a week or two after the sale and find out how everything is going. … Keep the lines of communication open. … Think second sale. … Ask for referrals.


How do you write a warm follow up email?

6 tips for every follow-up email you sendKeep it short. Really short. … Get personal. Add something to make it feel personalized – at a minimum, a first name. … Ask just one question. Don’t complicate it with more than one question. … Make it easy. … Be specific. … Add a post-script.


How do you follow up on a cold lead?

Here are four steps to write an effective cold follow-up email:Step 1: Use a Solid Email Subject Line to Grab the Prospect’s Attention. … Step 2: Provide Context for Why You’re Reaching Out. … Step 3: Tell the Prospect What’s in It for Them. … Step 4: Include a Powerful Call to Action (CTA) … Using a Trigger Event to Follow Up.More items…•


How do you write a follow up email after no response?

How to Write a Follow-Up Email After No ResponseAsk yourself if you included a close in your first attempt.Resist the urge to re-send your first email.Don’t follow up too quickly.Write a truthful subject line.Start the message with a reminder of your last touchpoint.More items…•


1. Categorize Your Leads

Your first goal when a conference or trade show ends is to determine who you connected with and which leads have the potential to turn into a sale.


2. Qualify Your Sales Prospect Leads

With your list of sales prospect leads in hand, it’s time to gauge each prospect’s interest in your product or services so you can identify where they are in your sales pipeline. In other words, further categorize your sales leads as cold, warm, or hot depending on how ready they are to buy a solution to a problem they’re having.


3. Match Leads to the Best Follow-up Strategy

When you know which stage of the buyer journey sales prospects are in, you can connect with them in the best way to move them to the next stage. Every lead doesn’t need a phone call, but some leads absolutely need a phone call sooner rather than later.


4. Send Post-Event Email Marketing Follow-up Messages

Within a week of a trade show or conference, it’s important to send a series of messages to warm and cold sales prospects to start building on the relationship you started at the event (note that hot leads should be contacted one-to-one, not in bulk email marketing follow-up campaigns).


Key Takeaways to Follow up with Leads After a Trade Show

The key to following up with leads after a trade show is to take the time to understand who each lead is and where they are in the buying cycle (if they’re a sales prospect). With that information, you can plan a follow-up strategy with phone calls and email marketing that enables you to close more sales now and in the future.


The Right Timing for Conference Follow-Ups

When it comes to getting in touch with people after a conference, timing is everything. Which often means waiting longer than you’d like to.


Remind Prospects Who You Are

We all think we’re memorable. (I mean, you’re opening sales joke one-liners gets them every. single. time.) But the truth is that it’s hard to remember people from a conference. You might meet a dozen people over the course of a few days, and they all start to blend together.


Tailor Your Approach for Cold Contacts

If you spent time talking with someone, they probably don’t need much context for your email. If they remember you, they’ll probably know why you’re emailing.


Offer Something of Value

It feels like everyone you meet at a conference wants something from you. The same is true of post-conference follow-ups.


Follow Up Multiple Times

People are busy. Especially when they’re getting back from a conference.


Apply This Advice to Phone Calls Too

While you’re likely to follow up with a conference lead via email, you might prefer to get in touch with a phone call.


1. Segment and Personalize

The first thing you need to do is plan how you are going to segment and personalize leads you acquire. Segmentation can be done on their readiness to buy, what services they need, or on particular demographics that are interested in your business.


2. Put Aside Some Follow-up Time

One of the most important considerations is that you cannot just send out random messages throughout your regular daily schedule. It takes a lot of time to organize your follow-ups. Put aside at least half a day, if not a whole day to concentrate your efforts on writing and sending out your direct mail follow-ups.


3. Write General but Editable Copy

Before the event, you’ll also want to have editable, direct mail copy ready that you can send out. You won’t use it unedited, but by having key points listed and by knowing what you are going to say to each segment, you can speed up sending out the campaign once you’ve returned from the conference or trade show.


4. Create a Call-to-Action

The best direct mail pieces need a call-to-action that is straight-forward and not too intrusive to the reader. For instance, asking them to make a purchase immediately might be too aggressive. Instead, consider asking them to subscribe to your mailing list, follow you on social media, or schedule a time that you could speak to them.


Conclusion

Direct mail is still very effective as a sales nurturing tactic; especially after a conference or trade show since most companies just send an email. The challenge is that it still has to be designed well, so your prospect takes action and moves further down your sales funnel.


Swift follow up

You want to reach out to your trade show and conference leads while your initial conversation is still relevant. New research from Cvent on 2,000 business executives found that “nearly half (47%) wanted to be contacted within a few days” while nearly a fifth said “they like to connect with a contact…within 24 hours after the event has ended ”.


Use an email touch point

With such a quick turnaround needed for following up with conference leads, the fastest and most effective way to reach back out is via email. Prepare ahead of time with your email messaging sequence and value propositions so these can be quickly sent out post-trade show/conference.


Personalize

With a tight timeline on the turnaround for reaching back out personalization will be key to making sure your message stands out from the rest. Adding that personal touch to your email communication communicates to your prospect that you listened to them during your conversation.


Nurture through the funnel

So, you’ve followed up quickly with a personalized email, now what? All too often, trade show and conference leads are thrown to the wayside as we want to purse hotter leads. What is missing from this equation is a marketing plan to nurture these leads through the funnel.


Download Our Step-By-Step Guide for Ideal Inbound Lead Follow-Up Strategy Now

Using our expertise in lead generation and sales, we’ve tested several strategies in our own business and on behalf of our clients. Across the board, we found that the ideal inbound lead follow-up strategy requires 2 things:


How to follow up on a meeting?

Finding a way to break through the noise is a must. Go to every event with a goal in mind and allow that goal to guide your follow-up process. Know your leads and understand their goals. Pay attention to everything said during your meetings at an event and use the knowledge gain ed for your personalized follow-up.


How long does it take to reach out to a lead?

In many situations, it may be best to reach-out within 24 hours, in some cases within 48 hours. But the hour (and even the day) at which you are going to reach them is relative. Instead, leverage the information that you have about your lead to determine when is best to reach out.


Do people remember your name after an event?

The fact of the matter is that people probably won’t remember your name or your company name after the event. However, what they will remember is how your conversation went, and how your product offering made them feel. If you had a great conversation with someone at an event, remind them of that feeling.


Improve Productivity By Creating an Action Plan

The complaint that business meetings are unproductive is an extremely common one. In fact, according to the Harvard Business Review, this is the view of 71 percent of senior managers, and it should come as little surprise that plenty of their employees agree with this assessment too, finding many meetings to be a waste of their valuable time.


Be Clear on Who is Responsible for the Follow-Up

For your follow-up process to work, you need to be clear about who is responsible for it. In many cases, this will be simple, as the follow up will be the responsibility of the person who organized and called the meeting, but this is not always the case, especially when the follow-up work is going to be extensive.


Carry Out Multiple Different Follow-Up Activities

It is important to understand that following up after a meeting should not consist of a single activity – at least in most cases. The majority of productive and useful meetings will require several different follow-up activities, and while these will depend on the nature of the meeting, they may include the following actions:


Do Not Be Afraid to Follow Up More Than Once

Within sales-based organizations, there is a common statistic, which is that 80 percent of non-routine sales occur only after the business has followed up with a prospect at least five times. The reason this is so widely shared is that studies also indicate that most sales follow-up attempts end after only one or two follow-ups.


Final Thoughts

A focus on better meetings can form a key part of most attempts to improve productivity in the workplace. One of the most effective ways to do this and avoid common complaints about time-wasting is to enhance your follow-up.

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Segment and Personalize


Put Aside Some Follow-Up Time

  • One of the most important considerations is that you cannot just send out random messages throughout your regular daily schedule. It takes a lot of time to organize your follow-ups. Put aside at least half a day, if not a whole day to concentrate your efforts on writing and sending out your direct mail follow-ups. You should make sure you do this a…

See more on mann-co.com


Write General But Editable Copy

  • Before the event, you’ll also want to have editable, direct mail copy ready that you can send out. You won’t use it unedited, but by having key points listed and by knowing what you are going to say to each segment, you can speed up sending out the campaign once you’ve returned from the conference or trade show. Also, ensure that you mention the following: 1. The conference/trade …

See more on mann-co.com


Create A Call-To-Action

  • The best direct mail pieces need a call-to-action that is straight-forward and not too intrusive to the reader. For instance, asking them to make a purchase immediately might be too aggressive. Instead, consider asking them to subscribe to your mailing list, follow you on social media, or schedule a time that you could speak to them.

See more on mann-co.com


Conclusion

  • Direct mail is still very effective as a sales nurturing tactic; especially after a conference or trade show since most companies just send an email. The challenge is that it still has to be designed well, so your prospect takes action and moves further down your sales funnel. Give us your feedback: Do you use direct mail for lead follow up? What kind of success have you had?

See more on mann-co.com

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