How do you keep leads warm without being pushy?

1 Know your lead's stage

Not all leads are at the same stage of the buyer's journey. Some may be just exploring their options, some may be comparing different solutions, and some may be ready to buy. Knowing where your lead is in their journey will help you tailor your communication and offer relevant information. For example, if your lead is in the awareness stage, you can send them educational content that helps them understand their problem and your solution. If your lead is in the consideration stage, you can send them case studies, testimonials, or demos that show how your solution works and what benefits it provides. If your lead is in the decision stage, you can send them pricing, discounts, or incentives that motivate them to take action.

2 Follow up with a purpose

Don't just follow up with your leads for the sake of following up; have a clear purpose and value proposition for each interaction. Consider asking for feedback on a piece of content you sent them, sharing a new insight or tip that relates to their problem or goal, inviting them to a webinar, event, or consultation that addresses their pain points or interests, reminding them of a deadline, a limited offer, or a risk of missing out, or asking for a referral, testimonial, or review. Make sure your purpose is relevant, helpful, and respectful of your lead's time and needs.

3 Use multiple channels

Don't rely on just one channel to communicate with your leads. Different leads may prefer different modes of communication, such as email, phone, text, social media, or video. Using multiple channels can help you reach your leads where they are most comfortable and responsive, and also create a more personalized and engaging experience. For example, you can use email to send content and offers, phone to build rapport and address objections, text to confirm appointments and send reminders, social media to share valuable posts and interact with comments, and video to showcase your product or service and create trust.

4 Respect your lead's preferences

One of the most important aspects of keeping leads warm without being pushy is respecting your lead's preferences and boundaries. This means asking your leads how often they want to hear from you, what topics they want to learn more about, and what channels they prefer to use. It also means honoring their requests, such as opting out of certain emails, pausing the communication, or changing the frequency or timing of the follow-ups. By respecting your lead's preferences, you show them that you care about their needs and expectations, and that you are not just trying to sell them something.

5 Track and measure your results

Finally, keeping leads warm without being pushy requires tracking and measuring your results. You need to know how your leads are responding to your communication, what content and offers are working well, and what areas need improvement. You can use tools such as CRM software, email marketing software, or analytics software to track and measure metrics such as open rates, click-through rates, response rates, conversion rates, and revenue. By analyzing your data, you can optimize your communication strategy and make data-driven decisions that will help you keep leads warm without being pushy.