Fact is that every business and salesperson have at some point or another lost a lead and potential client. This happens for various reasons, like they were just searching for a future project and aren’t ready to take the next step, there’s no sense of urgency nor a clear reason why they should buy, and sometimes your emails are lost in a plethora of other emails they receive.
There are likely more reasons why prospects suddenly stop responding and figuring out what this reason is can help you in bringing them back and getting that sale closed.
Here are three ways to recover lost leads and prospects.
1. Follow-up
If you notice that after a few days your prospective client hasn’t responded to your email, follow-up with another, making sure you are including important information and that you are including a call to action. If, after follow-up emails you still haven’t heard from them, email them one last time asking if they are still interested in your product or service. Include a sentence where you politely ask them to please let you know whether they still want to move forward or not. Including a request for feedback can also help you move in the right direction.
2. Create a sense of urgency
Sometimes people know they must make a decision, but they aren’t feeling any pressure or aren’t fully aware of the benefits a given product or service will provide them with. If you get the feeling that your lead isn’t yet fully convinced of whether they need to make a decision and of the advantages it will give, then make sure you dig deep into those advantages, explaining each and every one of them. This will create a sense of buying urgency that will shorten the decision-making time.
3. Use trigger events or promotions to get their attention back
Trigger events and promotions are a great way not only to attract new leads, but also to get the attention back of lost prospects. It’s all about creating new momentum. Trigger events include launching a new website, new product, new offices, or any other company launch. Promotions include discounts, flexible contract terms, free add-ons like training and the like.
These three strategies can help you get a lead back. If the lead nonetheless is lost, fear not; you will have gained valuable insight that can help you with future prospects.
Extra tip: if you’re looking for new leads and prospects, consider joining a flexible workspace, where you can connect with other members and attend on-site events to expand your network.
