5 ways to re-ignite 2023 opportunities that slipped

As the year begins, every sales manager in the world wants an update on deals that slipped or deals that had huge promise last year but seem to have stalled or at the very least not closed. So what can you do as a seller to re ... excite, heat, engage, etc. them? Here are a few things that can be helpful in various circumstances. I am not saying to use all of them or even any of them ... you need to judge what the circumstance demands.

1. New Stuff - our company for example released some amazing updates over Christmas that some of our prospects will care about. Some will not give a hill of beans. You need to identify who cares about anything new (software updates, case studies, events, market research, etc.) and use that new information as a way to reconnect and provide value. This update can be a thoughtful email or a short personalized video. Make it simple to consume.
2. Recap Session - to tap into those holiday depleted memory banks. "Hey listen I know we had a great set of meetings before the holidays but you may have forgotten all the great things we were planning and why you wanted to do them so lets get together and remind ourselves (mostly you) why it makes sense to do this thing now." Get the band back together and do your prep work beforehand to remind Brenda that she loved X feature and Frank that he wanted to save on hiring. You get the drift. This usually takes the form of a meeting but a great detailed recap email can be thoughtful too.
3. Bright future - using the "how do you get from here to there this year" perspective can be uplifting and provide context which includes why you are needed on that journey. Doom and gloom isn't a great way to start the year mentally. Something that makes them think: you know we need to get some more wind into these sails. Again this can take the form of a short personal video or a well thought out email. Also you can be creative and send them an awesome self help best seller like "Think Like a Monk" or "Atomic Habits" + a hand written card.
4. Crystal Ball - providing a look forward into three alternative universes if you will. One where they stay on the same course and end of with largely the same result and a second path which brings them to a new better place. Another where they pick the wrong solution and spend a bunch of money on a poor tool and third where their dreams come true (if that is in fact the case). The difference between this approach and number 3 above is that you are presenting options supported by data. This usually takes the form of a personalized email or for the fancy ones out there a proposal or pdf that is customized for them.
5. Extend it - we get it ... sometimes mom comes to visit and your procurement guy decides he needs a week in Tulum. Who can blame him? I need a week in Tulum. So $#it happens and deals slip. Sometimes your champion does everything and the stars do not align. In this case throw them a lifeline and extend your offer. Only do this with deals that were very close before the holidays. Make it a "hey we know time gets away from us but we still want to partner" approach BUT be firm on the price if that date also slips. If they are serious they will appreciate the extension but not want to push it. Tell them you had to wrestle an angry Ox to the ground to get it because you probably did. This should take the form of a new proposal with a new date on it preferably a Docusign (sorry or PandaDoc, etc.). Maybe even send it with a kind card.

There are other approaches that can work too ... please feel free to share them in the comments below.

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