If you addressed all of the doubts and the lead is quite interested, you need to act quickly and professionally not to lose his attention. Here are some tips on how to do this:
Use a meeting scheduler. Once your prospect has agreed to a meeting, using a scheduler, like Calendly, will save your time and streamline the process. Instead of exchanging messages back and forth, your meeting scheduler will simply show your prospect a list of times available so they can select a time with one click. Since every back and forth message is a point at which your lead can change their mind, you should look to reduce them to a minimum in order to increase your success rate.
Use a CRM to track every touch point you have with your prospects. Otherwise, you might lose some important information and history of communication with them. You should set up tasks for each prospect to help keep you organized and moving forward. For warm leads, tasks should be scheduled for a few days from now. For less interested prospects – a few months.
Check the timing of your messages. It is still as important as it was during your outbound campaign. If you use an email automation tool like vocus.io, you can schedule the timing of all your follow-up messages at once. It’ll save time and you won’t have to worry about forgetting to send the next message at the right time.
Always make your messages personal. It’s worth spending some time to search for information about the particular prospect and company. This is the time to share information that you think would be relevant to the specific lead but wouldn’t fit in your overall drip campaign. When you do your research, prepare multiple follow-ups right then so the information is fresh and ready at hand.
Know your competition and your market position. You need to be well informed of who your competitors are and how you compare to them. Prospects often ask about these differences as they might be considering buying a similar product from another company or they are already your competitor’s client. Search the web, ask around and prepare a detailed comparison of all alternatives. You can even sign-up for a demo to get to know their product better. Know your competitive advantage and if you’re losing in some aspects, focus on your best benefits or think of answers to turn it to your advantage.
Prepare saved replies. Collect most common concerns or questions raised by your prospects and prepare answers to them so that you’ll be able to use them each time they pop-up to save time.
That's it! Now you can turn your warm leads into future customers!