Follow-Up Overview

The timing of a follow-up depends on the Status of the Lead, or the "Temperature" of the Lead.

- Hot Leads are typically more eager to get started, more eager to close.

- Whereas Cold Leads have a lot to think about, might not want immediate service or don’t have the finances to sign today.

Schedule Follow-Ups based on the Temperature of the opportunity.

This is another reason why tracking details in Salesforce is critical:  These notes and observations will be the deciding factor on when to effectively follow-up with a lead.

1. After a sales call, create a task that will be your next step for that particular opportunity:
   1. A task can be a reminder in your calendar, a "Task" in Salesforce, or a reminder in a scheduling app
   2. Decide if this task will be a call/email/text and what the objective of the task is:
      1. Checking in?
      2. Going over pricing or an agreement?
      3. Grabbing payment?
      4. Seeing how their kid's hockey game was?

Questions to think about while creating a task a particular opportunity:

1. Did we talk about pricing?
2. Have we sent over any agreements or supplemental information?
3. Did we touch on any personal details that can make our follow-up more intimate?

Again, these notes seem easy to remember, but when that follow-up rolls around on your calendar, you'll be very happy with the amount of detail you include!