Episode 30: Lead qualification aur follow-ups
Leads ko hot, warm aur cold mein baantna, follow-up ka sahi timing aur tareeka, aur “na” ko handle karna.
Neha ke WhatsApp par 200 leads hain. Sabko ek jaisa message: “Hi! New collection aaya hai 😊”.
Jo kal kharidne wali thi, use bhi wahi. Jisne 3 mahine pehle sirf PDF liya tha, use bhi wahi. Dono ke saath galat hua.
Lead qualification kya hai?
Yeh samajhna ki kaunsa lead kharidne ke kitna kareeb hai, taaki time aur message sahi jagah lage.
Chhote business ke liye simple sawaal (B2C version of BANT):
- Need: sach mein zaroorat hai? (naya job, festival, office)
- Budget: price range match karta hai?
- Timing: kab chahiye?
- Fit: size, location, delivery possible?
Hot, warm, cold
| Type | Signals | Action |
|---|---|---|
| 🔥 Hot | Price/size poocha, cart mein daala, “COD hai?” | Turant personal reply, aaj hi follow-up |
| 🌤️ Warm | PDF liya, stories dekhti hai, poll mein vote | Weekly value + soft offer |
| ❄️ Cold | Sirf opt-in, 30+ din se koi activity nahi | Monthly newsletter, re-engagement |
WhatsApp Business mein labels lagao: Hot, Warm, Cold, Customer, VIP.
Follow-up ka timing
Zyaadatar sales pehle message par nahi, follow-up par hoti hain. Lekin pareshaan karna aur yaad dilana alag hai.
4 follow-ups ke baad bhi koi jawab nahi? Warm/cold mein daalo, pressure band.
Follow-up messages jo kaam karte hain
- Value ke saath: “Aapne mustard kurti poochi thi. Yeh rahi customer ki real photo office mein 😊”
- Sawaal ke saath: “Aapko M ya L mein confusion tha? Apni height bataiye, main suggest karti hoon”
- Objection ke saath: “Agar fit ki chinta hai, toh free exchange hai, koi tension nahi”
“Hi? Kharidna hai ya nahi?” kabhi nahi.
“Na” ya “baad mein” ko handle karna
| Lead bolti hai | Achha jawab |
|---|---|
| “Mehenga hai” | “Samajh sakti hoon! Yeh 100% cotton hai aur saalon chalegi. ₹699 wali range bhi dekhiye?” |
| “Sochke batati hoon” | “Bilkul! Kya koi specific sawaal hai jisse decide karne mein madad mile?” |
| “Abhi budget nahi” | “Koi baat nahi. Salary ke baad reminder bhej dun?” |
Respect se handle kiya “na” aksar baad mein “haan” banta hai.
StyleStreet ki real problem
Garam leads thande ho rahe the
StyleStreet ke WhatsApp par mahine ke ~200 naye chats. Analysis:
- Hot leads (price/size poochne wale) ka 30% kabhi follow-up hi nahi hua
- Cold leads ko roz broadcast, kai ne block kiya
- Koi labels nahi, sab ek list mein
Practical example: 200 leads ka segmentation
| Segment | Leads | Plan | 30-din orders |
|---|---|---|---|
| 🔥 Hot | 40 | Same-day personal follow-up | 18 |
| 🌤️ Warm | 90 | Weekly tips + 1 offer | 12 |
| ❄️ Cold | 70 | Monthly newsletter | 2 |
Neha ka time ab 40 hot leads par sabse zyada jaata hai, jahan se aadhe orders aate hain.
Aapka mission: Lead management system banao
StyleStreet ke WhatsApp ke liye:
- Hot/warm/cold ke 3–3 signals likho
- WhatsApp labels ki list banao
- 7-din follow-up sequence likho (4 messages)
- 3 objections ke respectful jawab likho
- Kab follow-up band karna hai, rule likho
- Lead tracker sheet ke columns decide karo
Quiz
-
Jisne “COD hai? Size M available?” poocha, woh?
- A. Cold
- B. Warm
- C. Hot
- D. Customer
Answer dekho
Sahi jawab: C. Hot
Specific buying sawaal = kharidne ke kareeb.
-
Achha follow-up message kaisa hota hai?
- A. “Kharidna hai ya nahi?”
- B. Value ya help ke saath, personal
- C. Roz same message
- D. Sirf emoji
Answer dekho
Sahi jawab: B. Value ya help ke saath, personal
Har follow-up mein kuch naya aur useful ho.
-
4 follow-ups ke baad koi jawab nahi. Kya karein?
- A. Roz message karte raho
- B. Warm/cold segment mein daalo, pressure band
- C. Block karo
- D. Call karo baar-baar
Answer dekho
Sahi jawab: B. Warm/cold segment mein daalo, pressure band
Respect rakho. Baad mein soft touch se wapas aa sakti hai.
-
Sirf 40 hot leads se 18 orders. Isse kya seekh?
- A. Hot leads par sabse zyada time do
- B. Sab leads barabar
- C. Cold leads best
- D. Leads zaroori nahi
Answer dekho
Sahi jawab: A. Hot leads par sabse zyada time do
Qualification ka fayda: time wahan jahan result hai.
Client project mein output
Project file mein ab Lead Management SOP:
- Hot/warm/cold signals + labels
- 7-din follow-up sequence
- Objection replies
- Lead tracker
Golden rule: Har lead ko ek jaisa mat treat karo. Garam ko turant, gungune ko value, thande ko sabr. Aur har baar respect.