8 Tips to Re-engage & Convert Lost B2B Leads

In the world of B2B sales, lost leads can be a significant challenge. Prospects who have expressed interest in your products or services, but no longer interact and are a part of your sales funnel, the content has become unattractive and they unsubscribed from your email subscription are an issue in B2B sales. However, not like cold leads- people who never had any contact with your organization; lost leads seem to be somewhat engaged hence making it a good thing for re-engagement.

Common reasons for lost leads include:

Not Ready for Purchase: The path to positive ROI is not yet visible to the prospect.

Misaligned Priorities: Purchasing decisions are not aligned with their current responsibilities (e.g., hiring, projects, deadlines).

Budget Constraints: It could also be that the product is too expensive or may not go well with their budget.

When you know how to win back these leads for your sales funnel, this can help optimize the process of selling and convert prospects who might have needed a little bit more time before making a decision.

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8 strategies for re-engaging lost leads

Re-engaging lost leads is a must for optimizing your B2B sales funnel. These are effective strategies we apply at Marketboats to re-engage those opportunities:

1. Survey Lost Leads

Knowing why a lead disengaged is very important. Surveys assist in giving critical insights into lead generation strategies what motivates and challenges thereby enabling you to tailor a more focused re-engagement sales strategy. Therefore, create questions that can reveal specific pain points, budgetary concerns or timing issues. For example, the following queries should be asked:

? What factors influenced your decision to disengage?

? Were there particular features or benefits you felt were lacking?

? How does our product/service align with your current business priorities?

These surveys provide feedback that will help shape changes in your approach so that future interactions take cognizance of the specific reasons behind their initial disengagement.

2. Monitor Trigger Events

Trigger events can be taken as indicating that this is the right time to try and reconnect with lost sales lead. These occurrences could encompass things like changes in the lead’s job role, company expansions or industry shifts. This means that tools for sales such as Google Alerts, LinkedIn Sales Navigator and dedicated CRM systems will come in handy on your frontlines. The next step would be to initiate a personalized message by acknowledging an event and providing remedies related to the occurrence; for example:

? “Great news about your recent promotion! We feel our cutting-edge analytics tool may help you streamline your new responsibilities.”

? “Noticed your company just secured new funding. This might be the perfect time to explore how our solution can support your growth plans.”

By recognizing these essential moments, you display attentiveness and appropriateness which enhance the likelihood of re-engagement.

3. Share Relevant Content

The power of content continues to be a powerful tool for nurturing and re-engaging sales leads. Focus on creating and sharing content that directly addresses the pain points and interests of your sales leads. This could include:

• Case studies showcasing how similar businesses overcame challenges using your product.
• Whitepapers or research reports that provide industry insights and trends.
• Webinars or tutorial videos offering valuable tips and best practices.

The key is to provide content that not only demonstrates your expertise but also rekindles the lead's curiosity and interest. Personalize the content whenever possible, perhaps by referencing previous interactions or specific needs expressed by the sales lead.

4. Leverage a CRM

It is essential to maintain a robust Customer Relationship Management (CRM) system for following up on lead pipeline?????? consistently. Utilize CRM features to set automated reminders and schedule periodic check-ins. Additionally, segment your lost leads and sales based on their engagement history and specific attributes to tailor your follow-up lead generation strategies. For example:

• Set up workflows in your email marketing that trigger follow-ups after a certain period of inactivity.
• Use CRM analytics to identify leads and sales that show renewed engagement with your website or content.

By keeping track of funnel in sales on your radar, you ensure that no opportunity for re-engagement slips through the cracks.

5. Offer Incentives

Sometimes, a well-timed incentive can reignite interest among lost leads and sales. These incentives might include special discounts, limited-time offers, or exclusive access to new features. When offering incentives, clearly articulate the value they will receive, addressing any previous concerns they might have had. Examples include:

• "We’d love for you to give our service another try. Here’s a 20% discount on your first month back."
• "Take advantage of our early bird offer on lead generation strategies designed just for you."

Incentives can serve as a powerful motivator, especially when they highlight tangible benefits and align with the lead’s needs and interests.

6. Adopt a New Conversation Approach

If traditional communication channels have proven ineffective, consider diversifying your approach. Experiment with different channels such as social media, direct mail, or even in-person meetings at industry events. Additionally, revamp your messaging to be more engaging and personalized. For instance:

• "Hi [Lead's Name], we haven’t connected in a while, and I wanted to share some exciting updates about our solution that I think you’ll find relevant."
• "After reading your recent post about [industry topic], I was wondering how we might be able to help with [specific challenge]."

Adopting a fresh communication approach can capture the attention of lost leads and pave the way for renewed engagement.

7. Utilize Retargeting

Retargeting campaigns can be particularly effective for re-engaging website visitors who have previously shown interest but did not convert. Implement email retargeting strategies to remind these sales leads of your offerings. Key tactics include:

• Personalized follow-up messaging based on their browsing behavior.
• Creating remarketing ads that appear on social media or other websites they visit.

By keeping your brand top-of-mind and providing gentle reminders, you increase the chances of re-engaging these prospects.

8. Restart with Empathy

When applying sales strategy to lost leads, it’s important to acknowledge the gap in communication and approach them with genuine interest and empathy. Start the conversation by recognizing their previous engagement and expressing a sincere desire to understand and address their needs. For example:

• "We noticed it’s been a while since we last connected. We genuinely value your feedback and would love to hear how we can better support your business needs now."
• "Understanding that priorities and circumstances change, we’re here to help whenever you’re ready. Let’s discuss how we can add value to your current projects."

Empathetic outreach helps rebuild trust and demonstrates that you value the sales leads business and are committed to meeting their needs.

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Conclusion

Re-engaging sales leads is a very important part of boosting your B2B sales lead pipeline. You can effectively get back customers who have shown interest in your products/services before, by knowing why they stopped and then strategically positioning yourself. These are powerful lead generation strategies that should be employed: surveying lost leads, monitoring trigger events, sharing relevant content, leveraging a CRM, offering incentives, trying new communication approaches, using retargeting techniques and restarting conversations with empathy so that you can reenergize your sales funnel and change them into valuable customers.

Do you wish to boost your lead flow? Contact Marketboats today!