Following up with leads at the right time can make all the difference between closing a deal and losing a potential customer. Timely follow-ups show people that you value their interests and are committed to meeting their needs. However, knowing when and how to reach out to leads will take the right strategy. In this article, we’ll cover our top timely follow-up strategies and discuss how lead pursuit services can help improve your sales.
Why Timely Follow-Ups Matter
Reaching out to leads at the right time increases your chances of turning potential customers into buyers. Studies show that businesses that follow up within the first five minutes of a lead’s inquiry are much more likely to earn a sale. If your reply is delayed, it can result in lost interest and might also cause the person to choose one of your competitors instead.
Of course, the lead follow-up process is not just about speed. It’s also about nurturing relationships. Persistent but respectful communication can help build trust, and it keeps your offerings at the top of a person’s mind. A well-timed follow-up also gives people an opportunity to discuss any concerns that might be preventing them from making a purchase and gives you a chance to address these concerns.
When to Reach Out to Leads
What counts as a timely follow-up? Here, we cover when you should reach out to leads.
Immediately After They Submit an Inquiry The best time to follow up with a lead is as soon as they express interest. Whether they fill out a contact form through your website or request pricing info, a quick response shows that you are there and ready to help. Using AI to automatically follow up with leads is a great way to make sure no leads are missed.
After the First Contact If a lead doesn’t respond to your initial outreach, don’t assume they’re not interested. People get busy, and a friendly reminder can keep the conversation going. A good rule of thumb is to follow up within 24 to 48 hours after your first attempt.
After a Test DriveIf someone has recently come to your dealership for a test drive, follow up within a day to see if they have any questions and provide additional resources. This will help make sure your offer stays fresh in their mind and can help address any hesitations they may have before they move on to other options.
When a Lead Engages with You Online If a lead opens an email or visits your inventory page, they’re showing interest. These points are a great time to reach out and offer assistance.
Before a Decision-Making DeadlineIf you’re offering a sale with a deadline, a well-timed check-in can help influence a person’s choice while making sure they have all the information they need.
After a Period of InactivitySometimes, leads go silent. If a lead hasn’t responded in a few weeks, a re-engagement email or text can restart the conversation. SMS works great for this, and you can personalize the message by referencing previous discussions or new offers in line with their needs.
How to Follow Up Effectively
Sending timely lead pursuits is only half the equation. If you want the best chance of turning leads into customers, you’ll also need an effective conversion strategy. Here, we cover a few of our top tips.
Use Multiple ChannelsDifferent people prefer different communication methods. Some respond better to emails, while others prefer calls or text messages. Test different channels to see what works best for your audience.
Keep It PersonalizedAddress each lead by name and reference details from your discussions. A personalized message has been shown to increase response rates, and it can make your message feel more genuine.
Provide Value in Every InteractionAvoid following up just to “check in.” Instead, offer more information, share new inventory, and give people a strong call to action. The more helpful your message, the more likely the lead is to respond.
Use a CRM to Stay OrganizedA great customer relationship management system can help you track leads, schedule follow-ups, and set reminders. This will help make sure no lead falls through the cracks and that you always reach out at the right time.
Time Your Follow-UpsThe best times to reach out to leads are at noon, 2 p.m., and between 6 and 8 p.m. Noon works because no matter whether it’s a weekday or the weekend, most people are awake by this time. Similarly, if you send your message at 2 p.m., your text will arrive a little after peak daytime hours but when people are still around. Finally, people are often available during the evening as they relax, so you can try sending messages between 6 and 8 p.m.
Use AI Lead Nurturing ToolsArtificial intelligence has completely transformed follow-up services. Some of the key ways AI is used include chatbots, predictive analytics, and personalization for email and SMS messages. With bots like the TECOBI Auto Bot, you can give people instant responses to online questions and guide them through their options. With predictive analytics, AI can help identify which leads are most likely to convert and, therefore, which to prioritize. Finally, with personalization tools for email and text messages, you can tailor subject lines, content, and recommendations based on each individual. Together with the right automotive CRM solution, AI is a major way to drive growth.
Learn More About Timely Follow-Ups with TECOBI
Timely follow-ups are an important part of any successful sales strategy. By personalizing your messages, using multiple channels, and keeping a follow-up schedule, you can maximize your conversions and increase sales for your business.
At TECOBI, we offer new AI lead follow-up services to help you generate leads and close sales. By using our software to power strategies like segmentation and automated follow-ups, you can build relationships with potential buyers and drive more conversions.
Start optimizing your lead pursuit process today, and watch how consistent engagement can transform your sales pipeline.
