Ever wondered if your follow-up email disappeared into a digital black hole? 😩 You’re not alone. Following up with potential customers is more science than guesswork-and timing is everything. Whether you’re selling insurance in Sydney or software in Brisbane, understanding *when* to reach out can mean the difference between a deal and dead air.
Key Takeaways
- Strike fast: Following up within 5 minutes boosts your chances of connecting by 900%.
- Be persistent, not annoying: A structured 14-day cadence works better than one-and-done messages.
- Time it right: Tuesday to Thursday, between 10–11am or 4–5pm (local time), is your sweet spot.
- Follow the rules: In Australia, unsolicited calls are only legal between 9am–8pm on weekdays.
- Use tech smartly: Automate your follow-ups without sounding like a robot.
Why Timing Matters More Than You Think
Research from Harvard Business Review found that companies responding to leads within 5 minutes are 10 times more likely to make contact than those waiting even 30 minutes. In short: if you snooze, you lose.
Think of it this way: if someone’s looking at your website, they’re in the mood to talk. Wait too long, and they’ll move on-possibly to your competitor.⏳
“The best time to follow up is when you’re still on their mind-not when you’re an afterthought.”
The Golden Hour: Speed-to-Lead Principles
That first hour after a customer expresses interest is gold. Here’s a winning formula:
- 0–5 mins: Automated confirmation email + quick phone call (if details are available)
- Within 30 mins: Connect on LinkedIn or send a personalised video
- Within 60 mins: Short value-driven email or SMS
Yes, it might sound like a lot-but if your CRM and automation tools are set up right, it’s a breeze. And your conversion rates will thank you for it!
Follow-Up Cadence: The 14-Day Rule
Not everyone is ready to buy on Day One. But they might be ready on Day Fourteen. That’s why a structured follow-up plan is essential.
Here’s a sample 14-day sequence to keep your lead warm without turning them off:
- Day 1: Call + voicemail + email (your first touch trio)
- Day 2: Follow-up email with added value (e.g. whitepaper, case study)
- Day 4: LinkedIn message or social touch
- Day 7: Email or SMS with a relevant offer or testimonial
- Day 14: Final check-in or “break-up” email
Space things out to avoid sounding like a clingy ex-unless you’re dating your CRM. 😅
Best Days & Times to Follow Up in Australia
Yes, timing varies by industry and persona. But across the board, studies (UpLead, HubSpot) show the following:
- Best Days: Tuesday, Wednesday, and Thursday
- Best Times: 10–11am or 4–5pm local time
Why? Mondays are for catching up and Fridays are for clocking off. Midweek mornings and late arvos hit the productivity sweet spot.
Mind the Rules: Legal Guidelines in Australia
Before you go dialing and DMing, know the legal lay of the land:
- Cold calls: Only between 9am–8pm on weekdays, and 9am–5pm on Saturdays (no Sundays or public holidays).
- Emails and SMS: Must include opt-out links and be sent only to contacts who’ve given consent.
Violating these? That’s a fast track to a fine and a fuming customer. Always follow the ACMA guidelines.
Conclusion: Your Follow-Up Strategy Matters
Following up is part art, part science, and a dash of comic timing. Get it right, and you’re not just contacting customers-you’re closing deals. Implement a thoughtful cadence, respect your lead’s schedule, and make the most of those golden first few minutes.
Now’s the time to audit your current follow-up approach and optimise it before your competitors do! 😉
