Reconnecting with old prospects and leads can sound impossible and even useless, especially after months or even years of silence. But warming up old leads may actually prove to be more useful than you think.
The reason why you should do this is simply because heating up cold prospects can bring more value to your business. It is both less expensive and less time-consuming than reaching out to new ones. Besides, it’s more likely that the ones who were previously interested in what you have to offer will be so again. They just need a little reminder.
#1 Consider offering discounts
Money is often the main culprit of why your leads turned cold in the first place. Many companies and customers have budget constraints and perhaps your product was over their budget.
Try offering a minimum discount, or if you’re not on board with this idea, notify them when the prices are reduced. Remember, you don’t have to make a huge discount. You can make a small discount that will be just enough to motivate them to buy, and still get you the good deal you want.
#2 Get personal and lose the sales pitch
People have had enough of the salesy emails and messages. Most of us don’t even register these emails on a conscious level, we instantly classify it as spam. Being overly salesy just doesn’t cut it anymore. In fact, it drives people away. In the end they won’t even open your email. To avoid ending up in your customer’s spam folder, you should reach out to your prospects and sincerely apologize for losing touch for so long. Just be human and as natural about it as you can. Instead of talking about yourself, try a different approach. Start by asking them about their business and their needs. Show them that you are genuinely interested, and would like to offer a solution to some of their problems.
#3 Personalize and send out bulk emails using CRM
If you’re using Small Business CRM for everyday business tasks, chances are you’ll find cozying up to cold leads even easier with this tool. In your CRM database you have all the data about all your previous customers. Simple CRM allows you quick and easy access to these pieces of information. And the best thing is, you can use CRM to personalize your emails and send them in bulks. All within the click’s reach.
Troy Hanna
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