Follow-up cadences that respect the merchant

Most merchants do not answer the first call, and many who want funding still take several touches before sending documents. Reps who follow up on a plan reach more of them. Reps who follow up when they remember either give up too soon or call five times in a day. A cadence is just a written plan for how often, and how, you follow up.

Pending deals (documents half in, or an offer out) need a tighter rhythm: a check-in every one to two business days until the deal moves or the merchant says it is off.

Every call, voicemail and email goes on the record with its outcome and the date of the next step. That record protects everyone: the next rep can pick up the conversation, a manager can see whether leads are being worked, and if a merchant ever says they were called too often, you can show exactly what happened.

• When a merchant says "stop calling", "take me off your list" or anything like it, mark them do-not-contact at once and stop on every channel.
• An opt-out given to one rep applies to the whole shop.
• Call only within reasonable local hours for the merchant. Federal and state rules set calling hours; some states are narrower than others.
• Texting has its own consent and opt-out rules. Do not text a number unless you have the consent that covers it.

• The merchant opts out. Stop immediately.
• The merchant funded elsewhere. Close the lead with that reason and set a reminder for when a renewal might make sense, if they agreed to hear from you.
• After the last active touch with no reply. Move them to a slow monthly check-in only if they have agreed to be contacted, otherwise close the lead.
• The deal is not placeable. Tell them what would change that, and close it until it does.

In Ferrylend, Log call records each attempt's outcome and sets the next follow-up, the Next follow-up date shows on the lead, and Tasks lists the calls and to-dos due across leads and deals. Setting a lead's status to Do Not Contact puts a warning on the record for everyone on your team. Email campaigns and drips, SMS and a dialer are Coming soon. See the deal pipeline.