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Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline

Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline

Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline

Even the best marketers are guilty of forgetting about lapsed leads and admittedly even some digital marketers – with all the technology available – sometimes mistakenly fail to get old customers and leads back in the funnel.

The good news is that there are plenty of ways for you to get lapsed leads back into the sales pipeline and it’s never too late to do something about this.

In this short article, we’ll show you a couple of tricks that you can try out today to make sure that no previous or potential customer is ever left behind!

 

The Importance of Taking Care of Lapsed Leads

Each customer has to be taken care of properly, and this includes your old customers or other clients that have happened to fall out of your pipeline. Believe it or not, a significant proportion of those who work in sales and marketing don’t even know how many customers they lose on an annual basis.

However, just because everyone’s been in that position at least once doesn’t mean it’s a good marketing practice. Statistics have shown that it is more expensive to take on new customers than to revisit ones that you have already marketed to before.

There is so much wastage in allowing lapsed leads and customers to remain as such, and they should consistently be tapped. On the plus side, they also help maintain loyalty to your brand, and that’s a great thing to have.

Related: New Customers and Repeat Business: Leverage Both for Win-Win Results

FREE Lead Management Bootcamp

Master lead management in 6 easy lessons delivered straight to your inbox! Take our FREE Lead Management Bootcamp today.

 

Ways That You Can Reach Out to Lapsed Leads

Remember, any lapsed lead or customers used to be exposed to your marketing, so they are, in a sense, familiar with your products or services. However, due to the time that has lapsed, it only makes sense that you try to reignite that “spark” that you had with them.

The first step is reaching out, and there are plenty of ways that you can do this.

 

Use a Personalized Email

Email is usually used at this step with a message that is short and sweet enough to encourage old leads to re-engage with them.

Avoid hitting them with anything too sales-oriented, but you should still include a benefit of being able to join your service. Make sure that it’s short; you don’t want to come off too hungry at this point.

At this point, you should be able to make sure that the email is personalized enough for them so that they will be able to see that their business matters to you and that you have taken your time to get in touch with them.

Personalization can be automated, too, with a simple mail merge you can be set to go with your list of lapsed leads.

Get creative with your subject titles because studies have shown that an email subject line could mean the difference between your emails getting read or being flagged as spam – and you can’t have that.

Related: Crafting the Perfect Personalized Email

 

Good Content is King

Putting great content in front of their eyes can help, but you need to be able to target it for their eyes only. You can include this in an email or any channel that you know they frequently use and achieve excellent results in no time.

Make sure you utilize rich content strategies that can be engaging. Examples include infographics, videos and even lead magnet-type spreadsheets and calculators.

Related: Shocking Statistics in Content Marketing in Asia [INFOGRAPHIC]

 

Social Media

If your lapsed leads use social media, then you’re in for a treat because social media is a great way to lure old prospects back. However, it can be a little tricky because you do not want to come off as a stalker of theirs.

Don’t be frightened to engage with customers on social media and make sure that you try to help them out without pushing your product or service on them. This might seem a little daunting in the beginning, but you’ll find that interacting with people on social media as a business has its benefits, too.

Related: Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]

 

Remember How You First Got The Lead?

This is our all-time favorite way to interact with a lapsed lead. Find how you have communicated with them in the beginning and let them relive that experience – in a better package of course. This way you can remind them of your services in a way that they have been previously comfortable with.

Whether it was through social media, an email or a phone call. One of the best ways of reaching out to people that you have marketed to before is just by bridging the distance again.

 

Final Thoughts

Whatever method you use, you can’t be too pushy because nobody likes high-pressure sales tactics. Learn the fundamental principle of marketing: they are people, too – so you have to appeal in a way that’s human.

So what are you waiting for? Get ready to get cracking and get those lapsed leads back into the pipeline!

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

Discover how our bespoke software marketing solutions helped a Singapore SaaS startup hit sales targets

High-Growth SaaS Startup Boosts Momentum with Callbox Campaign

Take your business to the next level with B2B Lead Generation 

Contact us or Dial +65 3159.1112

WhatsApp: +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Your Event Marketing Checklist for CommunicAsia (Featured Image)
7 Lessons B2B Marketers Can (and Should) Learn from Retailers
Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline

Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline

Lead Management: Put Lapsed Leads Back Into Your Sales Pipeline

Even the best marketers are guilty of forgetting about lapsed leads and admittedly even some digital marketers – with all the technology available – sometimes mistakenly fail to get old customers and leads back in the funnel.

The good news is that there are plenty of ways for you to get lapsed leads back into the sales pipeline and it’s never too late to do something about this.

In this short article, we’ll show you a couple of tricks that you can try out today to make sure that no previous or potential customer is ever left behind!

 

The Importance of Taking Care of Lapsed Leads

Each customer has to be taken care of properly, and this includes your old customers or other clients that have happened to fall out of your pipeline. Believe it or not, a significant proportion of those who work in sales and marketing don’t even know how many customers they lose on an annual basis.

However, just because everyone’s been in that position at least once doesn’t mean it’s a good marketing practice. Statistics have shown that it is more expensive to take on new customers than to revisit ones that you have already marketed to before.

There is so much wastage in allowing lapsed leads and customers to remain as such, and they should consistently be tapped. On the plus side, they also help maintain loyalty to your brand, and that’s a great thing to have.

Related: New Customers and Repeat Business: Leverage Both for Win-Win Results

FREE Lead Management Bootcamp

Master lead management in 6 easy lessons delivered straight to your inbox! Take our FREE Lead Management Bootcamp today.

 

Ways That You Can Reach Out to Lapsed Leads

Remember, any lapsed lead or customers used to be exposed to your marketing, so they are, in a sense, familiar with your products or services. However, due to the time that has lapsed, it only makes sense that you try to reignite that “spark” that you had with them.

The first step is reaching out, and there are plenty of ways that you can do this.

 

Use a Personalized Email

Email is usually used at this step with a message that is short and sweet enough to encourage old leads to re-engage with them.

Avoid hitting them with anything too sales-oriented, but you should still include a benefit of being able to join your service. Make sure that it’s short; you don’t want to come off too hungry at this point.

At this point, you should be able to make sure that the email is personalized enough for them so that they will be able to see that their business matters to you and that you have taken your time to get in touch with them.

Personalization can be automated, too, with a simple mail merge you can be set to go with your list of lapsed leads.

Get creative with your subject titles because studies have shown that an email subject line could mean the difference between your emails getting read or being flagged as spam – and you can’t have that.

Related: Crafting the Perfect Personalized Email

 

Good Content is King

Putting great content in front of their eyes can help, but you need to be able to target it for their eyes only. You can include this in an email or any channel that you know they frequently use and achieve excellent results in no time.

Make sure you utilize rich content strategies that can be engaging. Examples include infographics, videos and even lead magnet-type spreadsheets and calculators.

Related: Shocking Statistics in Content Marketing in Asia [INFOGRAPHIC]

 

Social Media

If your lapsed leads use social media, then you’re in for a treat because social media is a great way to lure old prospects back. However, it can be a little tricky because you do not want to come off as a stalker of theirs.

Don’t be frightened to engage with customers on social media and make sure that you try to help them out without pushing your product or service on them. This might seem a little daunting in the beginning, but you’ll find that interacting with people on social media as a business has its benefits, too.

Related: Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]

 

Remember How You First Got The Lead?

This is our all-time favorite way to interact with a lapsed lead. Find how you have communicated with them in the beginning and let them relive that experience – in a better package of course. This way you can remind them of your services in a way that they have been previously comfortable with.

Whether it was through social media, an email or a phone call. One of the best ways of reaching out to people that you have marketed to before is just by bridging the distance again.

 

Final Thoughts

Whatever method you use, you can’t be too pushy because nobody likes high-pressure sales tactics. Learn the fundamental principle of marketing: they are people, too – so you have to appeal in a way that’s human.

So what are you waiting for? Get ready to get cracking and get those lapsed leads back into the pipeline!

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

Discover how our bespoke software marketing solutions helped a Singapore SaaS startup hit sales targets

High-Growth SaaS Startup Boosts Momentum with Callbox Campaign

Take your business to the next level with B2B Lead Generation 

Contact us or Dial +65 3159.1112

WhatsApp: +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Your Event Marketing Checklist for CommunicAsia (Featured Image)
7 Lessons B2B Marketers Can (and Should) Learn from Retailers

Languishing with Poor Quality B2B Leads? Amp up your Lead Management using Effective Profiling

Languishing with Poor Quality B2B Leads- Amp up your Lead Management using Effective Profiling_DONE

When a business opts for higher conversion rates, high quality B2B leads instantly come to mind. An effective B2B lead generation functions to cultivate a good array of convertible prospects and feed the sales pipeline with these prospects. Companies obviously prioritize this process above everything else.

But generating B2B leads isn’t enough as there is an imperative to consider other factors and components in your campaign. Lead management and nurturing are equally important with respect to guiding prospects towards the appointment setting phase, and ultimately a purchase. Expert skills as well as efficient B2B infrastructure are needed in line with this.

Audience profiling is a B2B apparatus that occupies an important position in the success of B2B efforts. Not only that, numerous cases point to effective audience data curation as a means to gain revenue generation goals.

Unfortunately, not all businesses seem to follow standard prospect profiling procedures the practical consequences of which are poor profits. The process involves a lot of time and investments. Nonetheless, better targeting capabilities are needed to boost one’s lead management system.

So, actions should be taken in improving every effort you put into looking for ideal prospects. Here are a few of them.

Audience research. Nothing beats having a thorough knowledge of your audience more than your competitors. If anything, your target market has shifting interests and needs, and it is a matter of reaching out to them as effectively as you can to gain leverage. Your B2B lead generation campaign should make use of an array of audience analytics tools to narrow down ideal prospects. Of course, details about your intended demographic play a key part in this, so always prioritize the specifics in your audience.

Data management. Now, what do you do with the audience data in hand? Obviously, you would need to manage and organize them in a way that determines which prospects are sure to convert. Already, the software market has introduced lead management systems that perform basic functions such as lead scoring and revenue tracking. Marketing automation software might just give the convenience and ease you will need for your campaign.

Campaign analytics. One way to know whether your lead generation efforts are working is to look at the number of conversions you have gained. This entails calculating traffic volume and comparing it with current sales data. If the latter seems to fall short of producing ROI despite a good influx of B2B leads, it is likely that your sales pipeline is not getting enough high quality prospects. From this point, you could use the data to segregate your total lead volume and determine highly-capable individuals.

These processes might sound too technical. But no amount of grueling market numbers could stop your willingness to improve your performance. You might also want to try hiring a B2B lead generation and appointment setting company to manage your leads.

How do you manage your B2B Leads? Consider these 5 Best Practices

How do you manage your B2B Leads- Consider these 5 Best Practices

Your team does not only need to be good at generating leads for your business – it also needs to know how to manage leads, otherwise all efforts would go down the drain.

It’s like a very proficient fisherman who can haul large numbers of fish every single day but doesn’t know how to store them effectively, which eventually causes them to rot very quick.

Lead management is very important because it keeps the leads ‘fresh’ and also has the potential to teach marketers how to ‘fish’ more productively in the future. Consider these tips:

  1. Don’t let a day or two pass before returning inbound inquiry calls. These prospects are most likely trying to test several other businesses and if you blew your chance by not following-up, you will never have that chance back. Delegate people to monitor inbound calls – as well as emails, for that matter – so a quick response can be made and to avoid wasting opportunities.

  2. Work through a solid CRM or marketing database. Face it: excel sheets are no longer workable when it comes to collecting, storing and analyzing every single lead you will come across. Make your life easier by using a functional lead management system. It’s a long term investment that, albeit costly, can definitely help you manage your leads in the years to come.

  3. Don’t just score leads for the sake of scoring leads. Use this data to predict future behavior and examine leads closely. And make it a strict scoring system. Make sure that leads are scored objectively regardless of which team member handled it or what the outcome of the lead was.

  4. Pre-qualify leads as much as you can. Why wait for the sales department to qualify (and, in most cases, reject) your leads when you can do it ahead of time? First, you need to make sure that you and the salespeople are on the same page when it comes to lead qualification. Then, save valuable time by submitting those which are pre-qualified.

  5. Maintain a constant, harmonious line of communication between you and your leads. Leads want to know just how special they are. Let them feel that by giving them a ring once in a while. Keep it at a reasonable frequency, though. You don’t want them to think you’re too clingy and desperate.