Do you feel like you’re constantly chasing after leads and new business opportunities? Many small businesses and solopreneurs find themselves in a similar position. But that doesn’t mean you can’t be successful in following up on leads. In this blog post, we’ll share a case study of how one solopreneur successfully followed up on leads and secured new business opportunities. We’ll also provide tips for how you can do the same. So read on to learn more!

There is an age-old question as to how many times and for how long you should be following up with the leads in your pipeline.

This is the typical thing in any solopreneur or solo practitioner’s office: 

It’s just you, or you and one assistant who might be part-time. Now, you’re getting leads coming in, but you don’t know how often to follow up with them or what the best number of times is. Well, it should be more than once.

A Study-Backed System of Follow-Up

I did a study of a hundred fitness centers and it was shocking what the results were. 

I picked a hundred fitness centers at random, and I had my staff fill out the form on their website, requesting information or requesting a consultation. Of the 100, only 23 responded with a phone call. This means 77 businesses didn’t even respond with a phone call to a hot inquiry coming into their business. To me, that is absolutely criminal, and those 77 businesses, I would bet, are struggling if not out of business now.

The even crazier stat is that out of those 23 that responded, only five responded more than one time. Think about that for a second.

We did this on purpose to see how long it would take for someone to contact us about our inquiries. Studies have shown that if you don’t contact someone who is interested within 20 minutes, they will lose interest. It took them a day to follow up with us. 

Do you know what your leads are doing a day after they fill out a form? They would have already forgotten about you or have gone on to something else. Most likely, they’ve gone to the next person on Google. Or perhaps they already hired somebody to solve the problem that agitated them enough to go to your website, fill out a form, and expect a phone call from you that they never got. 

If you respond a day later, you’re going to have a tough time getting them back on the phone. They don’t really need your help right then, so you’ll just have to keep calling until they pick up. Based on our research, it’s going to take an average of 10 touches to get somebody on the phone.

So, how often should you follow up? 

You may be thinking: “I don’t have time to call all these leads 10 times.” 

Well, here’s the strategy. 

1. Get a hold of them immediately when they fill out the form.

Meaning, within 20 minutes of them submitting the form, give them a call. You’re more likely to get them on the phone and book them for a consultation.

And if you can’t do it, you should hire somebody who can.

2. You can’t just leave your prospects hanging out to dry. You need a plan for following up with them so you don’t lose potential customers.

What I’ve found is a 30-day process, which is the sweet spot for getting people booked. You don’t call them every day. That would be inconvenient, and they did request a phone call, so it’s not surprising they should receive one. But what we do is we front and load the first 15 days. In those first 15 days, they’re going to get eight phone calls. If a voicemail is left, then a text message is sent.

I’ve put together a full report on the process to put together so you have a process in place. Download it for free here. This gives proven formula gives you the exact process of following up with leads consistently and persistently.

3. There’s also technology you need to implore that helps this process.

When you’re struggling to keep up with all of your leads, it can be a relief when there is a system to keep track of who you need to call and when you need to call them. I’ve developed that system and invite you to a 14 Day Trial here… and when you sign up for the full program, you’ll get this exact process delivered right into your application. Click this link to get a demo and a free trial. 

At the end of the day, if you are not contacting leads immediately, then you are leaving a ton of money on the table. Of those 23 fitness centers in the study that responded, they’re going to do much better than the 77 that didn’t. The five that responded more than one time are the exception to the rule. And wouldn’t you rather get the bulk of the business out there, knowing that 95% of the businesses out there aren’t?

An important note from the Impact Pilot

Lead follow-up is really where the riches are. 

They do say the fortune is in the follow-up. And I believe that to be true. If you don’t follow up with your clients, you’ll never know what opportunities you’re missing. Always make sure to stay in touch and build those relationships. If you’re not following up on your leads, you’re losing out on a ton of business. 

Well, there you have it. A study-backed system of how often to follow up on leads and what kind of system will work best for you. Implementation is key, so be sure to set a schedule and stick to it! And if you’re still feeling lost or need help getting started, don’t hesitate to reach out for an Impact Call. We want to see your business thrive and are more than happy to help you put these principles into practice. Thanks for reading! You can get more out of your business with a plan. I’ve helped other businesses just like yours succeed by creating an actionable strategy that will work for you! It’s time we put our best foot forward in this competitive world market– book an IMPACT CALL no