We’ve all been there a time or two.
We have a qualified lead. Emails have been exchanged. Maybe we’ve even hammered out some details over a cup of coffee. And then the lead … just fades away.
It happens, and there are plenty of reasons why. They might no longer need your product or service. Or they might have been wooed by a competitor. Heck, they might have been abducted by aliens.
The point is, while some leads might only “qualify” for an episode of Unsolved Mysteries, others might be able to be reined back in — if you’re willing to put in the work, that is.
Want to reengage your lost leads? Just follow these steps.
How to Recover Your Small Business Leads
Figure Out Where You Lost Them
There’s a reason our parents told us that if we ever got lost, we should stay right where we were until someone came and found us. It’s because it’s easier to find something if you can retrace your steps.
Where’s the leak in your sales funnel? Are they initially excited and responsive and then losing interest toward the end? It might be that you’re not engaging them enough. Are they hesitant to seal the deal? You might need to up your ante.
Try a Different Angle
Everything works until it doesn’t – and when it doesn’t, it’s time to try something new.
Come at your lead from a different angle. If you lost them on social media, maybe an email campaign would reignite their fire.
Don’t be afraid to get personal. A good lead is worth its weight in gold, and if you have to spend a bit more time nurturing it, do so! Reach out by phone or even ask for an in-person meeting if appropriate.
You don’t want to become a thorn in their side, but you don’t want them getting too far away, either.
Pay Attention to the Past
As a good small business owner, you should be keeping mini dossiers on both customers and leads. (If you’re not, may we recommend a good CRM tool or three?)
These “customer notes” can be a great way to reengage with leads you’ve lost along the way. Do they have a birthday coming up? A personalized email with a coupon code might bring them back.
Think of the goods and services you sell and figure out how you can best use what you know about your customers to your advantage.
Ask Questions
Not sure how your leads got lost? Ask them!
“Jim, it’s been a while since we’ve heard from you. As I recall, you were especially interested in our photography services for your upcoming wedding. May I ask what changed? Is there something we could have done better?”
This gives your lead a chance to tell their side of the story. And even if it doesn’t get them to return, it at least gives you a chance to improve the way you handle other lost leads.
Are You Ready to Reengage With Your Lost Leads?
Not every lost sheep returns to the flock and not every lost lead is going to give your small business another chance. But you’ll never know until you try!
Do you need help tracking down your lost leads? Let Mischa Communications handle the “missing” posters! Get in touch.