It’s a beautiful moment, isn’t it?
You’ve sent the emails, made the calls, maybe even dropped a few quid on a LinkedIn ad… and someone’s taken the bait. They’re interested. A warm lead has landed in your lap.
But here’s the twist:
That warm lead? It’s not a guaranteed sale. Not even close.
So many businesses pour time, money and energy into getting leads, and then drop the ball the moment they actually get one.
Why? Because they don’t know what to do next.
So let’s break it down:
1. Don’t Ghost Your Lead
Sounds obvious, right? But you’d be surprised.
People take days to reply. Or they send one weak follow-up email and call it quits.
Speed matters.
When someone shows interest, they’re likely talking to others too. Be the first to follow up, and do it like you actually want their business.
2. Personalisation Isn’t Just for Marketing
You’ve got their attention, now keep it.
Reference their company, their challenges, something they said. Show them you’ve actually read their message and you’re not just lobbing over a generic pitch.
Nobody wants to feel like Lead #47 on your list.
3. Lead ≠ Sale (Yet)
A warm lead is interested, not committed.
They might be curious. They might be comparing. They might be half-convinced by your email but still not totally sold.
Your job now is to guide, not push.
Ask the right questions. Understand their pain points. Help them connect the dots between your service and their goals.
4. Confidence Sells
If you’re wishy-washy in your pitch or too focused on “not being salesy”, guess what? You’ll come across unsure, and unsure doesn’t sell.
Be confident in the value you bring. Know your offer, and know why it works. Speak like a business partner, not a desperate seller.
5. Don’t Just Book a Call… Prepare for It
Getting the meeting is half the battle. But the close happens in the call.
So prep properly.
- Know who you’re speaking to
- Know their business
- Have relevant case studies or insights to hand
- Tailor your questions and suggestions
This is where the relationship is built, or broken.
In short?
Leads are only as good as what you do with them.
Don’t let warm interest turn cold because you weren’t ready, didn’t follow up properly, or treated every lead like just another number.
At Shelbow, we’re not about vanity metrics. We’re about helping businesses close deals with the right leads — the ones that actually grow your business.
Need help turning more leads into real opportunities?
