Pete Williams | How to Bring Leads Back From the Dead
- Department: Sales
Overview
This document outlines the process of turning your dead lead/customers back into active prospects. This is an automated re-engagement process, which will help you unlock new sales that you would have otherwise forgotten about.
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System Architect: Pete Williams
Website: www.preneurmarketing.com
Generated as part of the www.BusinessSystemsSummit.com
Video
The Process
Step 1: Map out your sales funnel.
Step 2: Identify the death traps / where your prospects are falling out of the sales funnel.
- Example: The client requests a quote, but you never hear back after you send it.
- Example: Client requests a callback but they never answer your call.
Step 3: Categorise and group together the causes of death.
- Example: The causes could be: missing in action, the price is too expensive, never reachable, lost to a competitor or they’re going to do it themselves.
Step 4: Create marketing automation sequences to re-engage prospects.
- Based on the different causes of death and identified categories, create tailored autoresponder sequences to engage lost leads.
- Use marketing automation software like Infusionsoft or email marketing platforms like ActiveCampaign, Mailchimp.
- Combine multiple methods of contact and offers to re-engage.
- Direct Emails
- Nurture Emails
- Phone Calls
- ReMarketing
- Direct Mail
- SMS
- Affiliate Offers.
- Hail Mary Discounts
Step 5: Use automation to move “lost” leads into new re-engagement funnels.
- Create the different causes of death categories (identified in step 3) in your CRM/Sales tool.
- Automate the re-engagement process. When you mark a prospect with a cause of death, that automatically triggers the re-engagement sequence within your marketing automation tool.
- Suggestion! Use Zappier (web automation tool) to automatically trigger your marketing automation platform (e.g. Infusionsoft) from your CRM / Sales tool (e.g. Nutshell, Pipedrive).
Step 6: Review, adjust and tweak based on results.
- Create tags within your marketing automation tool, with the cause of death categories. That will allow you to measure how many leads were tagged as dead over a period of time, and how many dead leads were re-activated.
- Measure the resuscitation rate of each campaign. For campaigns that have lower rates, go back through the process and identify where engagement is lost and tweak the sequence.