At one point or another, every salesperson comes across a prospect that shows a high level of interest and then, seemingly out of nowhere, drops off the face of the earth. If you are looking to resurrect a dead lead, try some of these tips:
- Create an engagement oriented offer. Maybe your lead needs a little more information before they make their decision. Try an offer of a helpful whitepaper, a new point of view, an infographic or experiment with a conversational call to action or a survey.
- “Dear John.” It may sound counter-intuitive, but if your lead won’t return your calls or respond to your emails, try sending one last email to let them know that while you’ll always be there for them, you’re taking them off the top of your list. It may just provoke them to respond.
- Keep them on life support. Try creating a “no person left behind policy.” Something inspired them to reach out to you in the first place. You just need to rekindle that interest again. Marketing automation makes it possible to put your dead leads into a recycled lead-nurturing track that can go on from here to the hereafter. Don’t give up—keep at it.
Persistence and the right message can really pay off for marketers. Try mixing up your delivery too. Email is great; email plus a phone call is even better. Add a compelling direct mail piece or hand written note into the mix and get ready to watch your dead leads live again!