Chasing Leads

Objections are part of the selling process. Some may be easy to address, discuss, and dismiss. Others may cause a stopping point at an appointment and cause a continuation. The question is, when that happens, when do you stop communicating with the lead and move on?

If you have a drip marketing campaign, then you technically never stop working with leads and prospects.

What is a drip campaign?

Glad you asked. A drip campaign is a constant but subtle series of communications after someone has an interaction with a company or person. Think about something you have purchased online. Do you get emails from them now with coupons, sale announcements, etc.? That is a drip campaign.

This can be in the form of a monthly email newsletter that you send to everyone (with their permission) so even if you are not directly pursuing that lead, you are still sending consistent marketing and reminders.

Another consideration is how many leads you have coming in. If you have a larger book of business and a decent lead flow, it may be easier to just throw that lead into your drip marketing and move on. However, if you don’t have consistent leads, then you may be pursuing leads longer.

There is no one-size-fits-all here, but there is also no excuse not to have a plan to work with leads and prospects after the initial appointment.

For more info, check out Episode 72 of the Medicare Marketing and Sales Podcast!