How Are You Managing and Nurturing Leads?
Are you running automated lead nurture sequences for unbooked estimates, and if so what timing has worked best?
How long do you continue following up with unconverted leads before archiving them?
Forum Discussion
We do follow up, but I’m not a huge fan of endlessly chasing people who clearly aren’t ready to buy.
For unbooked estimates, I like the heaviest follow-up to happen while the lead is still warm:
- Same day/next day after the estimate
- A few days later
- Around the one-week mark
- One final follow-up after that
After that, I’d rather move them into a longer-term nurture bucket than keep sending “just checking in” messages forever.
The biggest thing for me is that the follow-up should actually add something. Answer a common objection, remind them what was included, share availability, mention a relevant service, etc. Repeatedly asking “are you still interested?” gets old really fast.
We also don’t treat every lost lead as truly lost. People come back months later because they weren’t ready financially, were comparing companies, had a life change, or just forgot.
So I’d personally separate “active sales follow-up” from “long-term nurture.” I’d probably stop actively chasing after 2–3 weeks, but keep good leads in your database for occasional email/text marketing unless they opt out.
I’d also track WHY they didn’t book. Price, timing, ghosted, chose competitor, not our ideal client, etc. That data becomes way more useful than just knowing your close rate.