Don’t Give up on Your Leads

One area of the sales process that needs more attention is keeping track of outstanding quotes and following up with them. Especially if you are new to the industry, establishing a robust follow-up system is essential. When I was a new agent, I definitely lost clients due to not keeping track of my quotes and following up with outstanding leads.   

Why Didn’t They Book?

Your marketing worked, you got a quote request, you qualified them, sent them their quote and then you heard nothing back. You might assume they decided not to book.

A lot of times clients don’t book merely because they keep forgetting about the quote they received, or they feel like they might bother you with a question or booking.

Many advisors hesitate to reach out due to fears of annoying clients. On the contrary, clients often appreciate reminders, particularly if they have received a quote and want to go, but life keeps them from remembering to deposit. Your reminders help them remember.

Sales research indicates that clients typically require at least five follow-ups before making a decision. Think about appointment reminders; people often need nudges to remember to do things.

A significant portion of sales professionals, approximately 70%, abandon their leads after not receiving a response to their first email, resulting in lost opportunities for advisors.

Following up should not be viewed as a burden but rather as a necessary aspect of the sales process, given that clients have already expressed interest in working with you. Unless you are cold-calling people to book them a cruise, then yes, you are annoying them.

 Follow-up Timeline

1. Beginning with the day after a quote is sent, the first follow-up should include additional information about the hotels listed in the quote.
2. The second follow-up occurs three days later, stressing the urgency of confirming the booking before the hold expires.
3. The third follow-up takes place a week after the quote is sent, checking in to see if the client is ready to proceed, offering to update the pricing on the quote.
4. The fourth follow-up, two weeks later, serves as a gentle reminder, with a personalized message to maintain engagement.
5. The final follow-up, after four weeks, allows clients to revisit their plans or opt into the advisor's email list for future communications.

Not every quote will turn into a sale, but consistent engagement can lead to future bookings and the development of long-term client relationships.

Don’t lose out; make sure you are both keeping track of your quotes and following up with outstanding leads. You never know when someone might be ready to book.