Everyone in sales knows that you won’t be winning every single deal or lead that you come across. That’s okay. It’s apart of the game, but did you know that there are strategies to re-engage with a lost lead and close the deal?
That’s right, that means you can head over to your CRM and click that “Reopen” button on a lost lead and re-engage with them. Don’t just run at it though, use the strategies in this article to re-engage and close the deal!
A lead that doesn’t respond doesn’t mean it’s lost
Too many sales peeps hit that lost button too early. Just because a lead haven’t been responding, it does not mean that you lost the deal.
It could mean that the lead’s been busy or just haven’t had a chance to respond yet. This does not mean that they’re not interested. This is why it’s super important to follow up until you get a solid response. Whether that is a yes or a no, use the art of following up!
The Simple Survey Trick
Tired of guessing why the lead haven’t been responding?
Tired of guessing why the lead decided not to move forward?
What’s the point of guessing, when you can straight up ask the lead why he didn’t move forward.
Asking is the easiest way to get a direct answer quickly. You can take that feedback and use it to improve your future sale processes and improve the way you personally approach sales.
Life is about constant improvement isn’t it?
Here’s a sample email that I sent to one of my lost leads:
I’m sorry to bother you again. I haven’t heard back from you in a while. If you don’t mind me asking, what’s the reason for you not responding after our awesome conversation? Did one of the following happen?
- You’re still very interested, but you just haven’t had time to respond due to the summer holidays.
- You already found another solution. If that’s the case, can you tell me how can we do better for future references?
- Our features doesn’t solve your problem. What else can we offer you to make this an offer that you can’t refuse?
I’m all about improving our product and relationship. Would love to hear back from you.
Surprisingly, I received a response from this lead saying that they were still shopping around and testing other solutions. This lead told me to follow back up with him in a month.
I followed back up a month later and they moved forward! Yes! Score!
Action Step: Go into your CRM and find those lost leads that didn’t respond for some time and send them this email! You’ll be surprised at how many will give you a solid response that can lead to a closed deal!
Do your research again
A SDR spends a good amount of their time researching the leads anyway, so a thing I like to do on the weekend is go through my CRM and visit lost lead’s website.
You’ll be surprised at what you can find.
Try to look around for something like this:
- New website design
- New press release
- New media mention (podcast, blog post, interviews etc.)
- New feature release
Anyone of those is what I consider a “trigger point”. Use these trigger points to your advantage and contact the lead.
You can do this by congratulating them on the new release. Sometime a lost lead forgot about you, but who said you only have to email them to sell them? A friendly congrats goes a long way.
Here’s a friendly response I received after emailing a lost lead on their new product release:
Thank you! The product release took up a lot of my team’s resources. We were swamped for quite some time.
I haven’t forgotten about you and I will have more time to chat next week. We are still very interested in your solution.
Can we schedule a time to talk?
We hopped on a call afterwards and boom they moved forward. What an awesome way to use trigger points to re-engage with a lost lead.
Shooting them your company’s new updates
Who said you have to wait for their company to have an update before reaching out. Your team is working hard on improving your company’s product, why not update the lost leads with the new release to see if they’re interested?
How do you that they won’t find interest or value in your new update?
This doesn’t necessary need to be a new feature update. You can send them new content that can help them.
Next time your company releases anyone of the following, email your lost leads:
- White papers
- Free ebooks
- Product Update
- In-depth blog post
Again, you’ll be surprised at how many of them will respond to you and thank you for the content and update. That’ll allow you to re-engage with the conversation.
None of the tactics mentioned above will take you a lot of time, but do take time to invest in it. Re-engaging with a lead is a very powerful strategy that every sales person should take advantage of. If you can close 1 out of 10 lost leads, then that’s still revenue and deals!
I hope this helped all the sales gurus out there!
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