Set a Firm Follow Up
Keep in mind that online sales leads have a particularly short life. According to the Harvard Business Review, firms that respond to a query within an hour are 60 times more likely to qualify the lead as those who wait for 24 hours or longer.
Don't Say You're Calling to Follow Up
Instead, reference the email, brochure, packet or other information you sent, asking the client to retrieve it so you can do a quick review and answer any questions. This serves two functions. First, it puts the information in the potential customer's hands, so you can be sure that it was received and that he's seen it. Second, it allows you to more accurately gauge the prospect's interest. If you get a hard "no" or vague answers to your follow up questions, you'll know that you're likely wasting your time with further follow up calls.
Here is a sample opener that effectively references the material sent to the client:
"Hi, John, this is Abigail from XYZ Insurance. Earlier this morning, I sent you a quote to combine your home and auto insurance policies. Can you please pull up the email? We'll review the quote together, and I'll answer any questions you have.
Remind the Client Why You're Calling
"Now, when we last spoke, you were concerned because your insurance premium with ABC Insurance Company increased by $30 a month. You also wanted to know if combining your auto and home policies could get you a better rate. Let's take a look at the quote I sent you, and if you like what you see, we'll complete the next steps to get you set up."
Be Persistent without Being a Pest
"We've recently made some changes to our insurance policy lineup. I remembered that you have two teenage drivers in the house and thought you might be interested in hearing about our updated Good Student discount program."
This approach impresses your prospects, and in the end, your personal approach and persistence can help you snag the sale after all.