Follow-up cadence
A written sequence of contact attempts by channel and timing for a specific lead type, ending when the customer books, buys elsewhere or opts out.
Unsold, no-show, declined service and recall each need their own cadence. Every touch should add information or an offer rather than repeat the last one.
In practice
A typical sales lead cadence front-loads contact: a call and text within minutes, another attempt the same day, then a slowing schedule across the first two weeks mixing call, text and email. Service cadences are tied to events instead: a reminder before the appointment, a confirmation the day before, and a no-show follow-up the same afternoon.
Getting it right
The best cadence is the one that actually runs. Most missed opportunities come from steps skipped on busy days, not from a badly designed sequence. Automating the transactional steps keeps the cadence consistent, and every step must respect consent, quiet hours and opt-outs.
Common questions
How many attempts should a lead cadence include?
Many dealerships run 8 to 12 touches over roughly 14 days for a fresh internet lead, weighted toward the first 48 hours. The right number depends on lead source and response, so measure contact rate by attempt.
Can AI run a follow-up cadence?
AI can run transactional steps for customers who have agreed to be contacted, such as confirmations and reminders. Alpha Drive AI routes promotional and sales-angle calls to live agents.
Also called: follow-up sequence, drip.
Read the chapter: BDC best practices →
Related terms
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