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Re-engaging lost opportunities can be a challenging task, but with the right strategy and persistence, it can lead to closed deals and new customers. Utilizing a multi-touch cadence approach is a proven method that involves multiple touchpoints across different channels to keep the lead engaged and interested.
Here's how to close and win deals from re-engaging lost opportunities with 5 to 10 multi-touch candences
- Identify the reason for the lost opportunity
Before you start the re-engagement process, it's crucial to understand why the deal was lost in the first place. Was it a timing issue? Budget constraints? Did the lead go with a competitor? Understanding the reasoning will help you tailor your approach and address any concerns the lead may have had.
- Create a multi-touch cadence plan
Once you understand the reason for the lost opportunity, create a plan that involves 5 to 10 touchpoints across various channels such as email, phone, social media, and direct mail. The touchpoints should be well-spaced out and personalized to the lead's interests and needs.
- Start with a personalized email
The first touchpoint should be an email that is tailored to the lead's interests and needs. Let them know that you understand why they may have gone with a competitor and offer a solution that addresses their concerns.
- Follow up with a phone call
A phone call is a more direct way to engage with the lead and answer any questions or concerns they may have. Follow up with a call a few days after the initial email, but don't be pushy or aggressive in your approach.
- Engage on social media
Social media is an excellent way to keep the lead engaged and interested. Follow them on social media, like and share their posts, and engage with them in a meaningful way.
- Send a direct mail piece
A creative and personalized direct mail piece can make a lasting impression on the lead and set you apart from competitors. Include a handwritten note and an offer to further entice them.
- Keep following up
If you haven't received a response after the initial touchpoints, don't give up. Follow up with additional touchpoints, such as another phone call or email, to keep the lead engaged.
Remember, persistence and personalization are key to re-engaging lost opportunities and closing deals. With a well-planned multi-touch cadence approach, you can successfully win over even the most challenging leads. And here's a random fact for you: Did you know that it takes an average of 8 touches to convert a lead into a customer? So keep at it!.
Have you ever lost a potential client or customer due to a change in circumstances or lack of communication? It can be frustrating, but the good news is that lost opportunities can be turned into closed deals with a little effort.
One key strategy for re-engaging lost opportunities is to personalize your approach. Reach out to the individual or company with a genuine interest in reconnecting and understanding their needs and concerns. Use a conversational tone and emphasize the value you can offer them. Share success stories or case studies that demonstrate how you have helped similar clients in the past.
Another effective tactic is to offer a limited-time promotion or incentive. This can create a sense of urgency and encourage the individual or company to take action sooner rather than later.
It's also important to follow up consistently and respectfully. Don't be too pushy, but don't let the opportunity slip away either. Use a mix of communication channels such as email, phone, and social media to stay top of mind and flexible in your approach.
As you re-engage with lost opportunities, keep in mind the power of personalization, promotion, and persistence. With these strategies in place, you can turn missed chances into successful business deals. And one more random fact to close with: did you know that businesses are 60-70% more likely to sell to an existing customer than a new one? So, it's definitely worth putting in the effort to re-engage lost opportunities.