So, you’ve got a new lead, now what? It’s good to be organised and have a system to make it easier for yourself to keep on top of progress within a potential project. Let’s look at the best ways to follow up leads like a pro and get that pipeline flowing!
2. Personalise, Don’t Generalise
No one wants to feel like they’re just another name on a spreadsheet. Personalise your follow-up by referencing your last conversation or highlighting something specific about their organisation. This shows you’re genuinely interested in helping them and not just chasing a sale. Maybe they mentioned a project or a challenge—use that information to tailor your approach.
Example:
Instead of, “Hi, I’m following up on our meeting,” try:
“Hi [Name], I really enjoyed hearing about your upcoming project. I’ve been thinking about some ways our services could help streamline [specific need or challenge they mentioned]. Would you be open to a quick chat?”
Don’t rush to pitch. Offer value upfront, whether it’s sending a relevant industry report, a helpful resource (like PSC’s Free Lead), or even a quick tip based on their organisations challenges. You want them to see you as a trusted advisor, not just a vendor.
We get it—you want to close the deal. But keep the follow-up light and friendly. People buy from people they like, so stay approachable. Follow up with curiosity, not pressure. Ask how things are going with their project, what their current challenges are, and where you could fit in to help.
5. Follow Up, But Don’t Be a Pest
There’s a fine line between persistence and pestering. Following up once or twice is key, but beyond that, it’s important to give them breathing room. A great tactic? Space out your touchpoints. Send a follow-up email, then drop a message a week or two later with a different approach—perhaps share an article or invite them to an event. The goal is to stay on their radar without overloading them.
6. Use Different Channels
7. Track, Track, Track!
Every lead follow-up is a learning opportunity. Track your communication—what worked and what didn’t. Maybe certain phrases or approaches get better responses. Keep notes, stay organised, and refine your process as you go.
Not every lead will turn into a client, and that’s okay! Sometimes, despite your best efforts, a lead goes cold. Learn to spot the signs early and shift your energy elsewhere.