How to follow up with leads in RADAR without losing anyone
Updated
Quick answer
To follow up with leads in RADAR, open the lead in Social Selling, set a date in the next action field and save. When that date arrives, the Hub notifies you. After you send the message, click Follow-up on the card: the contact is logged and the days-without-interaction timer resets to zero.
A follow-up is the contact you make after the first message or the meeting to pick up a conversation that went cold. Many sales come from it, and it's also where most leads get lost to forgetfulness. In RADAR, follow-up has three parts: the next action date, the notification when it's due and the log of each contact.
RADAR's screens are in Portuguese, so labels appear as Portuguese label (English meaning).
Where follow-up shows up in RADAR
- On the lead card: after 3 days without a logged interaction, a clock shows the idle days. At 7 days or more it turns red.
- On the lead details: the Próxima ação (next action) field, in the "Agenda" section, holds the date and time of the next contact.
- On the Dashboard: the Follow-up number shows leads waiting for a reply, and the "Processar follow-ups" button checks overdue ones right away.
- In Hub notifications: the "Follow-up do Radar pendente" (RADAR follow-up pending) notice tells you which lead is waiting.
Step by step
- Open the Sales app, go to Social Selling and click the lead's card.
- In the Agenda section, fill in Próxima ação with the date and time of the next contact and click Salvar (save).
- When the date arrives, the Hub adds the "Follow-up do Radar pendente" notice to your notifications. To check right away, click Processar follow-ups on the Dashboard.
- Send your follow-up message on Instagram, LinkedIn or WhatsApp.
- Back in the Hub, click Follow-up on the card or in the lead details. You'll see "Follow-up registrado" (follow-up logged) and the interaction timer goes back to zero.
- If the conversation picked up, drag the lead to the right stage. If the meeting happened and the lead didn't buy, move it to Follow-up and pick the Motivo do não-agora ("not now" reason).
- Set the next Próxima ação so you don't lose the thread.
The right stage for each situation
| Situation | Stage |
|---|---|
| Sent the DM, waiting | Abordado (reached out) |
| Sent the DM, the lead went silent | Reciclagem (recycle) |
| Had the meeting, didn't buy | Follow-up |
| Not a fit | Desqualificado (disqualified) |
Leads in Reciclagem go back to nurturing: new touches, content and only then a new approach. To revive old Instagram conversations that stalled, use Reativar conversas (revive conversations) at the top of Social Selling, or Reativar conversa on the lead details.
Follow-up messages that don't annoy
- Bring something new. A piece of content, a result, an idea for the lead's business, not just "did you see my message?".
- Use the "not now" reason. If the lead said the timing was off, ask about the timing.
- Let the AI draft it. The AI queue suggests follow-ups based on your Playbook. See how to use the AI queue and prospecting playbook.
Logged follow-ups count as outreach in the weekly scoreboard. For the full outreach routine, see how to do social selling on Instagram with RADAR.
Frequently asked questions
Does a follow-up count as a touch?
No. The Follow-up button logs the contact and resets the timer, but it doesn't add to the 3 warm-up touches. That's why it stays available after the lead is ready for a DM, for your post-DM cadence.
When does the Hub tell me a follow-up is due?
A routine runs every morning and checks leads whose next action date has passed. To check right away, click “Processar follow-ups” (process follow-ups) on the Sales app Dashboard.
Which leads don't get follow-up notifications?
Leads in the disqualified and booked stages are skipped. Each next action date triggers one notification only; to get another, set a new date.
What's the difference between the Follow-up and Recycle stages?
Follow-up is for leads who had the meeting and didn't buy. Recycle (Reciclagem) is for leads who got your first message and never replied: they go back to nurturing before a new approach.
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