The Art of Resurrecting Old Sales Leads

Resurrect Old Sales Leads

Reviving Old Sales Leads

By Mary Beth Berry

In the world of sales, it’s not uncommon to lose touch with prospects for months or even years.

However, don’t write them off just yet. In this blog post, we’ll explore the concept of resurrecting old sales leads that you thought were lost forever.

By implementing proven strategies, you can revive dormant prospects and potentially turn them into valuable sales opportunities. So let’s dive into three effective tips you can use to revive old sales leads!

Harness the Power of Personalized Video Messages

Personalized video messages have been proven to make a significant impact on appointment show-up rates. In fact, a study conducted by BombBomb revealed a 38% increase in appointment attendance when using pre-appointment videos.

While many sales professionals are aware of this, it’s important to emphasize that not everyone puts it into practice. To differentiate yourself from the competition, go the extra mile by sending personalized videos.

Even if it’s been months or years since you last communicated with the prospect, rely on the notes in your CRM to craft a message that refers to them by name, mentions their family members, and recalls their previous buying journey. ‘

By showing genuine care and attention to detail, you’ll leave a lasting impression and reignite their interest.

Provide Specific Value and Next Steps

When reaching out to dormant prospects, it’s crucial to offer them a compelling reason to re-engage. Identify a specific value proposition that aligns with their preferences or previous conversations.

For example, if they expressed a strong desire for homes with scenic views, inform them about a newly opened phase of homes that back onto trees. By highlighting a unique selling point, you capture their attention and generate excitement.

Additionally, be proactive in suggesting a specific next step, such as scheduling a meeting or call. Make it clear that you will follow up shortly to finalize the details.

This approach provides prospects with a sense of safety and encourages them to emotionally re-engage in the homebuying process.

Embrace Consistency

To maximize your chances of resurrecting old leads, consistency is key. Develop a solid plan to ensure you don’t miss any opportunities.

Here’s an effective game plan: set two dates each month—the first and the 15th. On the first of the month, reach out to leads from six months ago, covering the period from the 1st of January to the 30th of June. On the 15th of the month, reconnect with prospects from one year ago, spanning January 1st to January 30th.

By maintaining this routine, you create a systematic approach that prevents leads from slipping through the cracks. This consistent effort demonstrates your commitment and professionalism, which can set you apart from other salespeople.

Strategies for Success

Resurrecting old sales leads requires a combination of personalized communication, value proposition, and consistency. By implementing these strategies, you can revive old sales leads and turn them into valuable sales opportunities.

Remember to leverage personalized video messages, offer specific value propositions, and adhere to a consistent follow-up plan. By proving your care and belief in your customers, you can demonstrate your commitment to their success.

So don’t neglect the leads sitting in your CRM—take action today and revive those dormant prospects.

By practicing regular lead resurrection, you’ll increase your chances of earning more business and establish yourself as a sales professional who truly values their customers’ missions.

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About the Author: Mary Beth Berry

As an accomplished leader with over a decade's experience at the country's top volume producing builders, Mary Beth Berry is passionate about helping sales professionals achieve excellence using lively and engaging training strategies. When she isn’t working, Mary Beth enjoys traveling, trying new restaurants with her husband of ten years, and playing outside with her two adorable little boys.