Sales leads can be lost for any number of reasons. Beyond losses due to an unexpected global health pandemic, leads can slip through the cracks, be forgotten, or fall out of contact.
But with an established lead, you’re not starting from scratch; you’re reminding your prospect of who you are, what you do, and what you can do for them. You’re convincing them to choose you to get the job done right.
Stray Leads Are Not Lost Leads
A stray lead isn’t lost, so don’t call it off just yet.
- Reach out. If you’ve lost a lead due to bad data, going the extra mile to reconnect on platforms like LinkedIn is a great way to bring them back into the fold. Be attentive, but not overbearing, and you might even be able to turn that lead into a loyal customer.
- Don’t wait too long to follow up. You lose momentum by not following up quickly with leads, making it less likely that they’ll convert to your services.
- Don’t give up too early. It’ll often take several exchanges before you reach the person in charge of decisions.
- Do the research. Work to gain greater insights about what marketing content is most effective for translating leads to sales.
- Make it personal. A thoughtful message can make all the difference in showing a potential lead that you are paying attention.
Coronavirus-Specific Lost Leads
The last few months have been a struggle on all fronts. Perhaps your company anticipated building new relationships with potential leads at this season’s big conference. Now, because of the pandemic, the budget is spent, the conference is canceled, and there are no new leads to help you recoup those expenses.
But now is not the time to stop selling. Instead, it’s time to adapt by modifying existing sales strategies and inventing new ones. It isn’t easy, but it is possible. And while taking these steps isn’t a guarantee of success, doing nothing at all is a surefire way to fail.
Here are some suggestions to help with lead generation and recovery:
- Broaden your audience. Because of physical distancing restrictions, your business will need to explore new methods of getting the message out. Use technological tools like webinars and video conferencing to strengthen existing connections and create new relationships that may yield new leads.
- Conduct business with patience, empathy, and respect. Everyone is struggling, so a pushy, ham-fisted attempt at sales will not help your cause. Listen first and seek to understand before you reply.
- Recognize that this is a long-term commitment, not a quick fix. If you prepare for a sprint, you won’t have the energy to run the marathon.
- Create innovative content parceled in digestible, bite-sized pieces.
- Appreciate your current clients. A little love goes a long way, especially in the current climate. Keep your existing relationships strong because retaining your clients is just as important as earning new ones.
- Acknowledge that you are helping the client achieve their goals, not the other way around. You’re creating a long-term relationship, it’s not just about generating leads and making money.
Ultimately, remember that we are all in it together for the long haul. Adapt your approach and accept that patience is a critical asset on the path to recovery.
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