Lead Handling Best Practices

Maximize your conversion rates with our data-driven lead handling strategies for Top Provider sellers.

Converting leads into customers requires a strategic approach. This guide outlines proven tactics to help you maximize the value of each Top Provider lead.

Speed Is Critical: With three other companies also reaching out, calling as soon as you receive the lead significantly increases your chances of closing the deal. Responding within 5 minutes improves conversion rates by up to 10x compared to waiting even an hour.

Follow-Up Sequence

1st Attempt (Within 5 Minutes)

Call immediately. If no answer, leave a voicemail and send a brief follow-up email referencing their specific inquiry.

2nd Attempt (Same Day, Different Channel)

If no response, try another call or send a professional text message. Follow up with an email or LinkedIn message including relevant information.

3rd Attempt (Within 24 Hours)

Call again and leave a voicemail if necessary. Send an email reinforcing the value proposition of connecting.

4th-8th Attempts (Weeks 1-4)

Continue outreach with a mix of calls, emails, and relevant content. Share case studies, testimonials, or industry insights. Vary call times to improve chances of reaching the prospect.

Structured Outreach Cadence

Timeframe	Recommended Frequency
Week 1	Daily contact
Week 2	Every other day
Week 3	Every three days
Week 4+	Weekly

Research shows it often takes 4+ attempts to connect with a prospect and even more to convert. Many competitors stop too soon, creating an opportunity for you.

The Power of Persistence and Nurturing

Why Persistence Pays Off

You're competing with multiple vendors for the buyer's attention. Many competitors give up too soon, creating an opportunity for you. Buyers may be unavailable initially but often still need your solution later.

Long-Term Nurture Strategy

If direct outreach hasn't resulted in a conversation after multiple attempts, keep the relationship warm with periodic, value-driven emails, relevant insights, and case studies. Reach out at logical decision points.