3 Strategies to Re-Engage Prospects When they go Dark
You know the scenario…
Someone enquires regarding your product or service.
They come in all hot and heavy – heaps of urgency
You get in front of them or schedule a call to find out if you can help.
Turns out you can really help them and they are a great fit for what you do.
They go totally dark…
No responses from emails not taking calls.
It’s almost like they have dropped off the planet
So what do you do?
This is a scenario I get asked about so often I actually wrote a book about it but since
then I have tested a bunch of other things that work as well.
Here’s 3 of them…
1.Give it a couple of weeks.
If you are getting to the obsessive stage with a potential client (and you’ll know when you are)
,then letting go is a good call. Just give it a couple of weeks. In almost all cases it isn’t about you.
Read that last sentence again.
People have so much going in in their world that you know absolutely nothing about and
most things that they could have going on in their world will clear in a couple of weeks.
Plus your energy will clear also meaning your next communication won’t have as much of a charge around it.
2.Send them this email
I have been using this email with both my own potential clients and with my client’s potential
clients and it works really well to give you a definitive answer as to where people are at.
I have another one I use as well which works even better but this one is a great place to start
I originally learned this from cold email expert Brian Kruzeburger
Subject : Close Your File
I’m writing to follow up on the email I sent two weeks ago. I just met with my (sales manager/business partner etc) earlier in the week and we are in the process of closing files for the quarter. Typically, when we submit a proposal and haven’t heard back after two months it means they are really busy or aren’t interested. If you aren’t interested, do I have permission to close your file?
If you are still interested what do you recommend as a next step?
Thanks for your help.
This email will “smoke out” a yes or a no which will stop you “hallucinating” over if someone is actually interested or not and will at least give you some sort of indication as to if they still represent an opportunity.
So many sales pipelines are blocked with people who “might” do something. This makes accurate forecasting difficult and gives a false sense of what’s really going on in a business.
3.Ask for feedback
If you still don’t get any answer, give it a month, wait for everything to calm down and ask for feedback. It’s really disarming to your client and it will help you to continue to improve your approach. Use this script
We spoke a few months ago about the possibility of working together.
Since it would appear you’ve gone with a different option, and because we are always looking for ways to improve what we do, I wanted to ask you a quick question if that’s ok – I also wanted to add that what ever feedback you give, be it positive or negative, I will take as a contribution
I simply wanted to ask if there was anything that we did or didn’t do on this occasion that excluded us from being a candidate for your business.
If you use this, not only will you get great feedback you can use to improve what you do, you’ll also in all likelihood, keep the door open to do business with that client further down the track.
These are just a sample of things you can do to re-engage clients and to get a definitive answer on if a lead will become a client. It will help your forecasting and help you to tweak your marketing plus help you improve your sales process.
Effective lead treatment is really a 3 stage process, we need to address what happens
Before your meeting or conversation
During your meeting or conversation
and After your meeting or conversation
in terms of how you deal with a new enquiry.
If you’d like to learn my entire system on how to double if not triple your conversions, simply complete the form below and schedule a time for us to chat.
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