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Module 03 · Lead Handling

Follow-Up Sequences for Leads That Go Quiet

20 minfocused lesson5practical steps4grounded questions3source links
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On this lesson

Course outline

Follow-up should help a consenting customer finish a task, not chase silence indefinitely. The sequence must distinguish service communication from marketing, respect the 24-hour customer-service window, use approved templates when required, and stop on opt-out, resolution, or suppression events.

After this lesson, you can write a state-based follow-up policy with entry, exit, timing, consent, and measurement rules.

// concept

Define Why the Message Is Necessary

Classify the case:

  • service completion: missing address, appointment confirmation, requested quote;
  • transaction update: order, delivery, payment status from an authoritative system;
  • marketing: offer, recommendation, re-engagement, or promotion;
  • human support: a promised answer or open complaint.

Do not relabel marketing as an order update. Verify the current template category and approval rules before launch.

// concept

Build State-Based Entry and Exit

Example sequence for a customer-requested quotation:

// prompt — copy me5 lines
Entry: quote prepared and customer requested it
Message 1: send during service window; include scope, amount, validity, HUMAN/STOP
Message 2: if no response and outside window, use appropriate approved template
Exit: accepted, declined, expired, opt-out, complaint, invalid number, or agent closes
Maximum: two follow-ups unless customer replies

The maximum is a business choice, not a universal benchmark. Start conservatively and monitor blocks, complaints, opt-outs, and negative replies.

Use suppression before send:

// prompt — copy me3 lines
if opted_out or case_closed or complaint_open or invalid_number: DO_NOT_SEND
if outside_service_window and no_approved_template: DO_NOT_SEND
if purpose_not_covered_by_consent: DO_NOT_SEND

// concept

Write Useful Messages

Each follow-up should add value: a missing fact, expiry date, edit option, or clear close. Avoid guilt and false urgency.

// prompt — copy me3 lines
Your requested quote Q-24071 is ready: PKR 32,000 plus the listed delivery charge.
It is valid through 18 August, subject to stock confirmation.
Reply ACCEPT, QUESTION, or CLOSE. Reply STOP to end these messages.

If the customer says “not interested,” close the lead and preserve the marketing suppression state. Do not make them repeat STOP.

// worked_example

Worked Example

A Karachi design studio sends a proposal after a discovery call. The client explicitly requested the proposal; marketing permission is false. The first service message shares the proposal reference and asks whether the client wants a question answered. If there is no response, one approved follow-up is scheduled outside the service window. The workflow exits on reply, decline, expiry, opt-out, or bounced/invalid delivery.

The studio reports: eligible cases, messages attempted, delivered where available, replies, accepted proposals, declines, opt-outs, and complaints. It does not calculate “conversion” using all contacts ever imported. A control sample or historical comparison is clearly labelled as observational, not causal proof.

// failure_cases

Failure Cases to Diagnose

7 cases to diagnose

  • Timer sends after the lead already bought

    check authoritative state immediately before send.

  • Marketing template used without valid opt-in

    suppress and repair consent capture.

  • STOP merely adds a tag but campaign still sends

    make suppression authoritative across tools.

  • Every reminder repeats the same text

    add a decision or close the sequence.

  • Agent manually bypasses the sequence

    enforce the same consent and window controls.

  • Timezone ignored

    schedule in the recipient’s reasonable local time where known.

  • Complaints receive promotions

    prioritize and isolate complaint resolution.

// pakistan_angle

Pakistan Angle

Do not assume all customers want late-night messages because WhatsApp is asynchronous. Use reasonable local hours in PKT and allow the customer to choose a callback window. During Eid or public holidays, update service expectations rather than letting stale automations promise normal response.

For COD, a confirmation reminder can reduce avoidable dispatches, but it should state item, total, delivery location summary, and cancellation path. Never shame a customer for cancelling. Record repeated operational failures separately from marketing eligibility; denying service or profiling people requires legal and policy review.

// hands_on

Hands-On Exercise

5 steps

  1. Choose one follow-up purpose and classify it.

  2. Define entry, maximum messages, spacing, and every exit state.

  3. Write the pre-send suppression logic.

  4. Draft two messages with truth, value, and easy closure.

  5. Test purchase-before-send, opt-out, expired window, complaint, and invalid-number cases.

// completion_rubric

Completion Rubric

6 checks — tick as you verify

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// sources

Sources

3 official sources — check every claim yourself

// check_yourself

Check yourself

4 questions · answers and options are taken word-for-word from this course

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  1. 1 / 4 · diagnose

    Your work shows this failure mode: “Timer sends after the lead already bought.” What does the lesson tell you to do about it?