How often should you follow up with a prospect?

What are follow-up days?

Follow-up days is how long to wait after your last call before calling someone again. The next call is the last call date plus the follow-up days. Someone called on Monday with 3 follow-up days is due on Thursday.

What happens after each call result?

• No Answer: one day is added to their follow-up days, and the next call is booked that many days out.
• Ringless: the same as No Answer, and it is counted as a ringless attempt.
• Out of service: it is counted, and no follow-up call is booked.
• Answered: you record what happened and set the follow-up days yourself.

Why wait longer each time?

People who pick up stay on a short cycle that you choose. People who do not pick up are called a little less often each time, so your call time is spent across your whole list instead of on the same few numbers.

How do I see who is due?

Each prospect shows a “Next call” line, such as “In 3 days”, “Due today” or “Overdue 6 days”, and a temperature label from Hot to Frozen that shows how far past their date they are. Call Session shows the people who are due first.

What about someone with an appointment?

While a meeting is booked, the calls are confirmation calls: one the day before, and one two hours before it starts. The day after, a follow-up call is due.