Based on the firmographic and engagement data that Snitcher provides, you can quickly discern between cold and warm leads. Some leads might be better suited to be nurtured through additional advertisements, whereas hotter leads are fit to contact directly.
In this article, we'll provide some useful tips for sales to conduct a follow-up on interesting leads.
✅ Mention their interest
Leverage the web session data provided by Snitcher to figure out which of your products and/or services the lead might be interested in. Tailor your messaging around this topic.
💡 Pro tip: Don't mention you know they visited your site; this might make them feel creeped out.
✅ Ask for the right person.
When searching for an initial contact within the target company to reach out to, don't spend too much time trying to figure out the perfect individual.
Instead, reach out to job titles that you're usually in contact with but ask them to confirm that they are the right person to talk to. If not, request that they connect you with the right individual.
💡 Pro tip: keep things short; confirm you are in contact with the right person and ask for permission before you start your pitch!
✅ Ask how you should follow up.
One often overlooked yet impactful strategy is simply asking the individual what the best method to reach them is. By asking a lead how you should follow up, you allow them to set the expectations, making future follow-ups feel less disruptive. Plus, you will know which communication channel they prefer.
✅ Follow-up fast, but not too fast.
Timing matters. If your sales team waits two weeks to follow up on a lead, the topic might no longer be relevant to their needs.
On the other hand, reaching out while someone is still on your site can give people the impression that they're under surveillance, which nobody likes.
Try to reach out as soon as possible — without it being creepy. A few minutes up to an hour after their visit usually works well.
💡 Pro tip:
A study by Gong found that Wednesday and Thursday are the best days of the week to call prospects.
According to research from RingDNA, the best time to call potential buyers is late morning before lunch. The highest likelihood of answered calls occurred between 10 AM and 11 AM.
Research suggests the last hour of the workday (between 4 PM and 5 PM) is an excellent time to reach prospects as they begin winding down for the day. They are likely hesitant to start a new task during this time window (which makes it the perfect moment to take a phone call from you).
Indeed found that reaching out before lunch or towards the end of the workday is also an effective strategy for cold calling.