Re-contacting Stale Leads

writing2_fullAs a salesperson, the problem with stale names on databases is that you have a means of remembering them (albeit electronically) but they have no way of remembering you.  So the phone call after some amount of time goes by causes people to have to reconnect who you are with their distance experiences.  The whole time that you are trying to jog their memory, they are thinking “telemarketer”; you’re going to face an uphill battle. To counter that I would suggest that you follow my “5+5+5” system with the people on the database.  This is not a system for active prospects; it is only to reconnect to older database leads.

The “5+5+5” system goes like this: every day you write 5 personal, hand-written notes to previous visitors.  The content should serve to reconnect the relationship, to remind the prospect of who you are, and give them a heads up on a future call.  5 days later the prospect gets a phone call, as promised (5 calls per day). They’re ready for it, they know who you are, and they are far more likely to talk.  The system calls for an even flow of cards and calls. Every day the salesperson calls on someone they wrote to 5 days prior.

In summary, that’s 5 cards followed by 5 calls 5 days later. You’ll make 25 calls a week, 100 a month, and you’ll reconnect with 600 people by card and phone every six months. Got it?

Things to keep in mind about the system:

1) The note must be hand-written, and it must be personal.  It’s best to reference their previous visit, or some other personal aspect of their lives.  (“When we last spoke you were planning for your 2010 retirement – is that still on track?  I’d love to talk to you more about that.”)  This will not be effective if it looks like a form letter.  It must be personal and customized.

2) The note must specifically reference a future call.  (“I’ll be calling you in a few days to discuss this with you.  It’s been a while since we talked, and I really look forward to catching up.”)

3) The call itself must be an instant relationship reconnect.  There must be strong energy with an assumption of a positive tone on both sides.  Talk about something personal before talking about housing in any way.

If you follow this system you’ll find it’s easy to handle for the salespeople, and easy to account for on your side.


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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.