Forgotten sales leads are a common problem in the sales world. These are potential customers who have expressed interest in your product or service but haven’t been contacted in a while. Following up with these leads is crucial for maintaining relationships, closing deals, and increasing revenue. In this article, we will explore step-by-step how to effectively follow up on forgotten sales leads.
How To Follow Up on an Old Sales Lead
Step 1: Assess the Situation
The first step in following up on forgotten sales leads is to assess the situation. Determine how long it’s been since you last contacted the lead and evaluate their level of interest in your product or service. Also, analyze the communication channels you’ve used with the lead. Did they respond better to emails or phone calls? Understanding these factors will help you craft an effective follow-up strategy.
If you often lose touch with leads after 4-5 follow-up attempts, consider using sales workflow automation to reach out to leads who haven’t responded after a specified number of outreach attempts. This way, you can keep in touch with leads that have gone cold without being annoying or forgetting to follow up regularly.
Step 2: Craft a Follow-up Message
Personalization is key when following up on forgotten sales leads. Begin your message by referencing your previous conversation and remind them of the benefits of your product or service. This will help them remember why they were interested in the first place. Lastly, don’t forget to include a clear call-to-action, such as scheduling a meeting or signing up for a demo.
You may also want to consider sending specific types of communication to leads based on their industry, interests, or other important demographics. For example, if you are trying to follow up on a lead from a solar panel manufacturer, you might want to send a case study that features the solar industry. Here are 6 email templates you can use to get started right away.
Step 3: Choose the Right Communication Channel
Not all communication channels are created equal. Consider the lead’s preferred method of communication and choose the channel that will be most effective in getting a response. If they have previously responded well to email, stick with that. If they prefer phone calls or text messages, adjust your approach accordingly.
If you’re not hearing back from a lead on one channel, it’s worth a try using an omnichannel approach and testing reaching out via phone, SMS, or social media in addition to email.
Step 4: Be Persistent, Not Pushy
Following up consistently is essential, but it’s also crucial not to come across as desperate or pushy. Provide value in your communication and show that you’re genuinely interested in helping them solve whatever problem or pain point they are facing. This will increase the chances of them responding positively and ultimately closing a deal.
Keeping track of your follow-ups is a great way to stay organized and not annoy your contacts. Use a CRM tool or spreadsheet to keep track of your communications and set reminders for future follow-ups. This will help you stay on top of your sales game and close more deals.
Step 5: Automating Old Lead Follow-Up
Sales automation has become increasingly popular in recent years, and for good reason. By automating certain tasks, you can save time and streamline your sales process. One area where automation can be particularly useful is in following up with old leads. Here’s how to use automation to improve your old lead follow-up strategy:
Set Up a Drip Email Campaign
A drip email campaign is a series of automated emails that are sent to a lead over time. These emails can provide value, build trust, and keep your brand top-of-mind. When setting up a drip email campaign for old leads, consider the following:
- Use a personalization tool to automatically insert the lead’s name, company, or other relevant information into the email
- Segment your leads based on their interests, industry, or other criteria to ensure that the emails are relevant to each recipient
- Use dynamic content to tailor the emails to each lead’s specific needs and interests
- Include a clear call-to-action in each email, such as scheduling a call or signing up for a free trial
Use SMS Messages
While email is a popular communication channel, it’s not the only one. Many people prefer to communicate via text message, especially when it comes to business communication. By using SMS messages to follow up with old leads, you can:
- Send personalized, automated messages that feel more personal than a mass email
- Use automation to send messages at the right time, such as after a lead has downloaded a white paper or attended a webinar
- Use SMS to schedule appointments, ask for feedback, or provide updates on your product or service
Use Analytics to Track Engagement
One of the biggest advantages of automation is that it allows you to track engagement in real-time. By using analytics, you can see how your old leads are interacting with your emails or text messages. This data can help you adjust your strategy as needed, such as by tweaking the subject lines of your emails or adjusting the timing of your messages.
Start Following Up With Old Leads Today
Following up with old leads is an important part of any sales strategy. By using automation to streamline your follow-up process, you can save time, improve your communication, and increase your chances of closing a sale. If you’re not already using automation in your sales process, now is the time to start. You can grab a free, 7-day trial of Kixie’s contact center software, including sales automation tools, and start following up with old leads today.
