So you have the PERQ  software, and the leads are rolling in from your website. Great. Now what?!

 

A lot of our customers ask for creative ways to follow up with their leads. They want to know the best practices for contacting leads, how many times they should follow up, whether calls or emails are better, and what creative subject lines they can use to capture attention.

 

6 Creative Lead Follow Up TIps from PERQ Customers

That’s a lot to unpack! Now that businesses are gathering more high-quality leads, it’s important that communications also increase in quality, instead of merely increasing in quantity.

 

Basically, there is no magic rule of thumb for “how many times” you need to make contact with a lead. A lot of material out there says “Follow up with someone five times before you give up” or some other quantity-based advice.

 

Our philosophy, on the other hand, is to try to be more effective in each contact point that you have with a lead. That means taking the data that you’ve received from a lead and actually using it to make a connection. It’s important to start a conversation that consumers will find relevant and valuable.

 

Let’s look at six effective ways that PERQ software customers have followed up with leads:

 

1. Follow up with a Clever Subject Line.

PERQ Software | Hubspot Tips

Use resources like Hubspot to help you write effective subject lines.

What is going to get the consumers’ attention enough that this gets open and read? As you may have imagined, a good subject line will peak a consumer’s interest and open the door for you to talk about exactly what they looked at on the site.

 

Use resources like HubSpot to help you write effective subject lines. Subject lines such as “Our Next Steps” and “X options to get started” are great follow-ups after a lead has come through in your system.

 

You’re giving the consumer concrete steps to take in order to learn more and continue the conversation. It’s the perfect blend of giving the consumer actionable items on what to do next but also gives them the power to choose how they’d like to proceed interacting with your business.

 

Other subject lines can include “Hi, [Name], [question]?” and “Did you find what you were looking for?” As Hubspot points out, “Questions provoke answers.”

 

Consumers will feel compelled to open the email and see whether or not you provided them with the information they were interested in You’re giving the consumer concrete steps to take in order to learn more and continue the conversation.

2. Mention Details you’ve Learned About the Recipient.

PERQ Software - Image 2

Don’t ask them if they want more information on the prices of sofas! You already know that they do.

After you craft an eye-catching subject line, pay attention to what you put in the body of the email by making sure it is personalized. Consumers can tell if you’re paying attention to the details they’ve already shared with you.

 

If they said they wanted more information about the prices of sofas, don’t ask them if they want more information on the prices of sofas! You already know that they do.

 

With our multi-family web engagement software, some of the personalized information you could gather from a lead would include rental timeline, budget, and what floorplans they’re interested in.

 

Mention times and dates that a prospect could come in to talk about options, what floorplans match their budget, and give additional insights into the steps in the rental process.

 

Mention times and dates that a prospect could come in to talk about options, what floorplans match their budget, and give additional insights into the steps in the rental process.

 

Put yourself in your prospect’s shoes. Knowing what you know about them, what kind of questions do you think they are asking themselves about your business? Try to anticipation those questions, and then share your answers.

3. Don’t Be Afraid to Get Creative with your Reply.

PERQ Software - Image 3One of the best response rates one of our clients got from a follow-up email was when they sent out a Google Calendar invite for people to schedule an appointment. This was a pretty bold way to lock down a customer’s time to come in and view different floor plans.

 

Another client had very successful responses when they sent texts directly to their prospects. This makes sense because people are more inclined to read a text than they are to answer the phone from an unknown number. They said they had between an 80%-90% show-up rate from the text appointments they scheduled.

 

There are caveats to these creative methods of contacting leads, however. For example, not everyone may be able to receive a Google Calendar invite if Google isn’t their email provider.

 

Or, if texting a client, don’t keep rattling off texts if they don’t respond to the first one. Make sure that what you say and do has a genuine intent to engage the consumer in a way that feels natural.

 

Another idea: Reviews and word-of-mouth can help spread the word about your business. Share testimonials and case studies of other happy consumers who are living in your apartments and include photos of them enjoying the living space.

4. Be a Consultant.

PERQ Software- Image 4When a consumer goes through one of our experiences, like the “What’s Your Decorating Style?” quiz, they often only receive one result that matches their lifestyle questions. Take a look at what people have clicked on and what results they have gotten, and expand on those results.

 

Use the body of the email to give additional ideas and products for a lead to explore. Say, “Hey you are a match for this, but here are some other ideas.”

 

Consumers will see you as a consultant who wants to help them make a good decision rather than a business who just wants to make a quick sale. Know some information that might not be on the website? Share it with the prospect!

 

Show yourself as providing value beyond just parroting back what’s on the website. Again, make it personalized to show your value.Show yourself as providing value beyond just parroting back what’s on the website.

5. Incentivize to continue the conversation.

Nothing piques a consumer’s interest quite like a special offer in your follow-up email. Whether it be a discount or free incentive, consumers want to get the best deal they can on whatever they are looking for.

 

Use the information you’ve gathered about them to make a personalized offer to your consumer to continue the conversation with you. Incentives work!

 

“Nothing piques a consumer’s interest quite like a special offer in your follow-up email.”

 

They promote the two-way exchange of information between you and the consumer, and they will help you understand more about their needs as a consumer.

 

6. Don’t forget: Keep it Personal.

PERQ Software- Image 5When all else fails, keep it personal. I can’t stress this enough, but businesses need to use what they already know about consumers to write personalized follow-ups.

 

By using this approach, businesses tailor their interactions with consumers from the standpoint as helpful resources that are there to help and really care about the consumer’s needs.

 

 

One of the primary reasons why our PERQ customers are so successful is because they engage consumers in two-way conversations and creating meaningful engagement. Follow the tips above and let us know how things work out!