Every salesperson has dozens of prospects who either didn’t respond to their calls and emails, told them to get lost, or started the process but didn’t convert – yet we need to re-engage those previous leads to turn things around.
Most salesmen would prefer to overlook these customers, but this would be a misstep. That’s why we’ll teach you how to re-engage with your former tech prospects.
Related: 6 Tips for a More Effective Remarketing Strategy
Knowing what to say, when to say it, and how to say it is the most difficult part of utilizing emails to re-engage cold prospects. You can’t continue to send emails to cold leads asking whether they’re ready to buy right now. Send basic survey emails or online surveys to begin. Ask yourself where you went wrong or right. Include a prioritized list of possible causes for their abandonment of your funnel.
Related: When are the Best (and Worst) Times to Send an Email?
Relevant Conversations
Creating engaging email campaigns is important to keep the dialogue continuing. To make your email communications more relevant, keep the alternatives short and limited, end with a call to action, and stay up to date on the prospect’s present status and try to anticipate future demands. This ensures that your communications are received well. Checking the news is a fantastic place to start in this respect. Find out what’s going on with them or their rivals, and tailor your message to fit. They will be less likely to abandon your material if they find it intriguing and tailored to their requirements.
Real Human Interaction
Responding to an email from a real human who is giving something of value is a good idea. It’s pointless to try to re-engage cold leads with an automated email. Instead, we have a sales development spokesperson reach out to leads with a personalized email, sending them content tailored to what we know about them and their wants. When compared to sending them through a new automated procedure, this yields a substantially greater success rate.
PHONE
Re-engaging your old leads via phone call is trickier than you think because of the whole stigma surrounding cold calling as being a nuisance to a lot of customers. When re-engaging through phone calls, here are crucial things to remember:
Don’t Dilly Dally
One of the nicest things about dealing with an old lead is that you don’t have to tease them; you can get directly to the point. They’ve seen you on the internet, and they understand who you are, but your first sales pitch (or lack thereof) failed. So, let’s go down to the point: what would you like now?
Individuals respond to people rather than advertisements. Maintain a dialogue that is basic and to the point, as if you were speaking with a friend or coworker.
Be Proactive
If it’s a hot lead, it’s not cold calling. So, how can you tell whether a potential client is starting to warm up to you? Tools for email marketing allows you to track who read your email, click the link in it, and may even be visiting your site right now!
You’ve now created something that will catch the eye of a sales representative. You aren’t attempting to persuade them to call a six-month-old lead. Rather, they can call someone who has responded to your email campaign.
Re-engaging a cold prospect, particularly on social media, may be intimidating, especially if you’ve previously been implicitly turned down. You want to initiate a conversation, and you also would like it to be genuine and natural. They’ll probably go on to a rival who has a better knowledge of their demands if you come out as too pushy or too focused on yourself.
Knowing how to engage your customers successfully can help you attract and please them at every stage of the customer journey. Then, here on LinkedIn, let’s look at some techniques to re-engage previous consumers.
Online Community Forums
Customers that are enthusiastic about your product or sector can engage with you through online community forums. They connect consumers together, allowing fans of your business to tell everyone why they love it.
Asking Questions
Asking questions is one of the easiest methods to customize client engagement. If you’re chatting with a customer, ask them a question that has nothing to do with the inquiry. Asking them about their day is a terrific way to rebuild your rapport with them.
One thing to keep in mind is the time. It may not be acceptable to ask a direct question if the client appears dissatisfied or ready to fix the problem. They may believe you have lost focus or are uninterested in helping them solve their situation. Wait for a gap in the activity when neither partner is speaking much because you want to continue the conversation.
Keep an Eye Out for Feedback and Inquiries
LinkedIn is a powerful feedback tool that provides you with the most up-to-date information on how your customers feel about your company. Customers that have concerns will utilize social media to air their grievances, and they will most likely anticipate an answer within minutes. This provides a fantastic chance for your customer care team to please dissatisfied consumers.
Your service staff demonstrates the excellence of your customer support by replying to their posts and comments. If you successfully resolve the issue and meet the needs of the customer, your social media followers will be aware of it. And it can lead to fresh lead discussions and free word-of-mouth.
Related: Using Your LinkedIn Profile as a Lead Generation Tool
CONCLUSION
Every marketing strategy should include re-engaging previous leads, so there should be automatic remarketing tactics in place if the timing is perfect.
Leads are expensive to acquire, so marketing teams should do everything they can to maximize the value of every lead they have. Companies can make the most of the data they have on potential prospects by putting in a genuine effort of lead nurturing.
In the end, it’s all about intentionality. So, be intentional about reaching out and re-engaging with your old leads.
