You've spent time and effort crafting personalized sales messages to your prospects, but they haven't replied or booked a meeting with you. What can you do to re-engage them and move them forward in the sales process? In this article, you'll learn some tips and strategies to revive cold prospects and get them interested in your solution again.
The first step to re-engage cold prospects is to understand why they stopped responding to your sales messages. It could be due to a variety of factors, such as being busy or distracted, losing interest, having unanswered questions or objections, or being the wrong fit or decision-maker for your offer. To find out the reason, you can use email tracking software to see if they opened or clicked your messages, check their recent activity on social media or other online platforms, get insights or introductions from mutual connections or referrals, and review their pain points, goals, and challenges from previous conversations or notes. Once you identify why they went cold, you can tailor your re-engagement strategy and message accordingly.
As i work closely with AE's this is what they do: 1. Follow-up Email: Send a friendly, personalized follow-up email, addressing any concerns or objections they may have raised. 2. Provide Value: Offer additional information or resources that can address their pain points or needs. 3. Timing Matters: Wait a reasonable time before reaching out again to avoid being pushy. 4. Ask for Feedback: Inquire about their reasons for going cold, showing that you value their input. 5. Multiple Channels: Reach out through different channels like phone calls or social media. 6. Persistence with Respect: Continue to follow up without being overly aggressive.
If your prospect has already been prospected with a sequence and there’s no sign of life, sometimes you just need to give it a rest for a quarter. Things change so much in business that you can reach out again, and a message that would have been ignored by them in the past is suddenly relevant to the new changes in the business. Just because the answer is no now, doesn’t mean it will be no forever!
Very simple answer. No follow ups. Proper follow up and timely interaction will definitely keep the prospects in track. Also, you need to wait and give able time for them to think and make necessary decisions.
It’s super important to find another angle when your prospect goes cold. Badgering them with more messages and phone calls probably won’t work. Maybe send a personalized video to their email. Sometimes the answer is to just give them some space and revisit in a couple months.
During my experiences trough COVID-19, re-engaging cold prospects was crucial. Personalization matters: Understand the prospect's needs &tailor your message. Educate, Don’t Sell: Instead of selling, offer valuable, relevant content. Hosting education events & leveraging testimonials for trust-building. Feedback=Gold: If I've had some interaction with the prospect prior to going cold, I seek feedback to gain insights. Respectful persistence is key, but also knowing when to step back. Re-Engagement: Sometimes, it helps to acknowledge the silence. A campaign explicitly designed to reconnect. Asking if they’re still interested or their priorities have changed, can reignite a conversation. Remember, genuine value & trust are vital in healthcare.
The second step to re-engage cold prospects is to provide value and relevance in your sales messages. You want to demonstrate that you understand their situation, have something of use, and can solve their problem or help them accomplish their desired outcome. To provide value and relevance, you can share valuable content, such as a blog post, case study, webinar, or podcast that relates to their pain points, objectives, or challenges. Additionally, you could offer a free consultation, demo, trial, or discount that illustrates your solution and how it can be beneficial. Additionally, ask a relevant question, feedback, testimonial or referral that engages them in conversation and establishes trust and rapport. Furthermore, send a personalized video, gif, meme or joke that adds a human touch and displays your personality and humor. By providing value and relevance you can seize their attention, arouse their curiosity and generate a positive impression.
To revive ties with cold prospects, resonate by offering tangible value and relevance. Understand their current stance and align your offerings adeptly to cater to their specific needs or hurdles. Share concise yet insightful resources addressing their potential pain points or objectives, coupled with a tailored consultation or demo showcasing your solution's efficacy. Engage them with a thoughtful question or feedback request, fostering trust and initiating a conversation. Adding a dash of personal touch through a quirky video or meme can not only showcase your brand's personality but also ignite a spark of curiosity, paving the way for a fruitful re-engagement.
The third step to re-engage cold prospects is to follow up with persistence and patience. You want to stay on top of their mind, show your interest and commitment, and overcome their objections or hesitations. To do this, you can send multiple follow-up messages with different angles, value propositions, and calls to action until you receive a response or a clear no. Additionally, you should space out your messages at appropriate intervals such as every 3-5 days, depending on the urgency and the stage of the sales cycle. It's also important to time your messages optimally for your industry and target audience - for example, Tuesdays to Thursdays between 8 am to 10 am or 4 pm to 6 pm. Moreover, you can automate your follow-up messages with email sequences, templates, and reminders that save you time and effort while ensuring consistency and quality. By following up with persistence and patience, you can increase your chances of getting a reply, a meeting, or a sale.
In the evolving landscape of sales, patience and persistence are more than virtues; they are necessities. Engaging cold prospects again isn't about bombarding them with messages but crafting thoughtful, varied proposals that resonate with their changing needs. Consider scheduling your communications judiciously, perhaps every 3-5 days, to maintain a steady yet non-intrusive presence. Timing is crucial; aim to reach out during periods of heightened responsiveness, typically Tuesdays to Thursdays, either in the early mornings or late afternoons. Employ automation tools judiciously to maintain consistency without losing the personal touch. ChatGPT works very well.
Experimenting and optimizing your sales messages is the fourth step to re-engage cold prospects. You want to test different variables, such as subject lines, openings, body copy, closing, and signatures, and measure their impact on your open, click, reply, and conversion rates. You can do this by using A/B testing to compare two versions of your sales messages and see which one performs better. Additionally, data analysis can be used to track and evaluate your sales message metrics and identify trends and patterns. Feedback collection from prospects, customers, peers or managers can also be incorporated into your sales messages. Furthermore, continuous learning should be employed to update and improve your sales message skills and knowledge based on the latest research, best practices, and examples. In the end, experimenting and optimizing your sales messages can help you enhance your effectiveness, efficiency, and results.
The final step to re-engage cold prospects is to recognize when it’s time to move on. To prevent wasting your time and energy on uninterested, unqualified, or unprepared prospects, you can look for various indicators. These may include the number of follow-up messages sent without response or success, the amount of time since the last contact or interaction with the prospect, the level of engagement with your solution or offer, and the fit of the prospect with your ideal customer profile or buyer persona. By understanding when to move on, you can concentrate your resources on more promising prospects and opportunities.
In sales, the mantra is 'Experiment & Optimize'. A dynamic approach can rekindle connections with cold prospects. Delve into the intricacies - from subject lines to signatures, every element holds the potential to elevate your engagement rates. Leverage A/B testing to discern what resonates, and employ data analytics to pinpoint emerging trends. Embrace feedback from various stakeholders to refine your message strategy continuously. Remember, the realm of sales is ever-evolving. By fostering a culture of persistent learning and adaptation, you not only hone your skills but also enhance your prospects of reconnecting successfully.
As we delve deep into strategies to re-engage cold prospects, let's not overlook the golden nugget - adaptability. In this fluid business landscape, a 'one-size-fits-all' approach is passé. Sharing personal anecdotes or industry stories can sometimes be the bridge to rekindle a conversation. Maybe it's a fresh insight gleaned from a recent seminar or a nugget of wisdom from a seasoned peer. Remember, sometimes stepping off the beaten path and incorporating diverse narratives can offer a fresh perspective, often becoming the catalyst for renewed engagement and fostering deeper connections.