Contacting leads by phone is a staple of a college Admissions Department. It’s critical to have a one-on-one conversation with leads to make them convert. Why then are so few leads contacted by phone more than once by admissions representatives?
Lucky, in many Admissions offices across the country, enlightened directors are seeing past the challenges Admissions Representatives facein contacting leads by phone. The key? Persistence.
Repeated attempts to contact a lead are vital to insuring that he or she becomes a start. According to Leads360.com, “in a recent analysis of over 15 million sales leads, Leads360 discovered that making two calls versus just one increases the chances of contacting a lead by 87%. The same study revealed that a disappointing 50% of leads are never called a second time.”
Making multiple attempts to follow up with a lead can make all the difference in developing them into a start. Here are a few tips that might help make for a smooth second call.
1. Make a schedule for your calls to map out who’s been contacted, how many times and the date you last called.
2. Shorten the second call. If you left a voicemail on the first attempt or spoke briefly with the lead but needed to set up a second call, make sure you don’t repeat yourself. Be more direct with your message. If you leave a message, keep it shorter than the first message but remember to include your important selling points, name and phone number.
3. Persistence and politeness go a long way. Keep calling and project an air of respect and politeness through your voice.
Does your Admissions Department have a follow up strategy for calling leads? If not, perhaps it’s time to change your methods and see how many starts you can gain from making multiple call attempts.
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Call Frequency on Lead Conversions