How to Revive Old Sales Leads to Improve Conversion?

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Published on: December 10, 2019 Updated on: July 05, 2024 views Icon 804 Views

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Author

Rukman Singh
Rukman Singh LinkedIn

Director - Creative & Customer Success

Rukman is a skilled product designer with over 6 years of experience. As the head of product design, she has successfully brought to life over 80 brands and products across various sectors, including SaaS, B2B, eCommerce, and more. With a deep understanding of user experience, Rukman excels in creating profound digital experiences that resonate with target audiences, resulting in increased conversions for the brands she works with. She is a vibrant, driven, and team-building creative marketing executive.

Article Reviewed By: Taran Nandha LinkedIn

Table of Contents

In the fast-paced world of sales, it's easy for valuable leads to slip through the cracks. Yet, these so-called "old" leads can hold immense potential for businesses aiming to boost sales and grow their customer base. In this content piece, we will explore the importance of reviving old sales leads and provide you with effective strategies to bring them back to life.

First and foremost, reviving old sales leads presents a significant opportunity for businesses to maximize their existing resources. These leads have already shown some level of interest or engagement in your products or services, making them more likely to convert into paying customers compared to completely new leads. By re-engaging with these leads, you can save time and effort spent on generating new leads while potentially achieving higher conversion rates.

Throughout this content, we will outline a well-rounded plan to revive old sales leads. We will delve into various tactics and strategies that have proven to be successful, including personalized email campaigns, targeted social media outreach, and engaging content creation. Additionally, we will discuss the importance of data analysis to better understand and segment your old leads, enabling you to tailor your approach and meet their specific needs.

Join us on this journey of reviving old sales leads, and equip yourself with the knowledge and tools necessary to reinvigorate your sales pipeline. Let's bring those forgotten leads back to life and unlock new business opportunities.

Understanding the Process of Reviving Old Sales Leads

In order to revive old sales leads, it's important to first understand the process and what it entails. Lead revival refers to the act of reengaging with old sales leads and working to convert them into actual customers. This process involves a series of steps and strategies aimed at reigniting interest and guiding leads through the sales funnel.

Definition of lead revival

Lead revival is the process of reconnecting with leads who have shown interest in your product or service in the past but have not yet made a purchase. It involves reaching out to these leads, reminding them of your offering, and guiding them towards making a buying decision.

Benefits of focusing on old sales leads

Reviving old sales leads can offer several benefits to your business. Firstly, it allows you to maximize the potential of leads that have already shown interest in your offering, increasing the likelihood of conversion. By focusing on old sales leads, you can also save time and resources compared to pursuing entirely new leads. Additionally, successful lead revival can enhance customer loyalty and retention, as reengaged leads often develop stronger connections with your brand.

Common challenges in lead revival

While lead revival can be highly beneficial, it's important to be aware of the common challenges that can arise. One challenge is disengagement, as some leads may have lost interest or forgotten about your product or service. Another challenge is competition, as your competitors may also be vying for the attention of these leads. Additionally, outdated contact information or a lack of personalization can hinder the success of lead revival efforts. It's crucial to address these challenges effectively in order to maximize the success of your lead revival strategy.

Lead Generation Strategies

Reviving old sales leads requires an effective lead generation strategy that can help you identify and connect with potential customers. Here are some strategies that can help:

  • Lead scoring: Prioritizing leads based on their conversion potential can help you focus your efforts on leads that are more likely to make a purchase. By using a lead scoring system, you can identify leads that have shown interest and engagement with your brand.
  • Lead nurturing: Building relationships with leads through personalized communication is essential. By nurturing leads with targeted content and providing relevant information, you can keep them engaged and increase their chances of converting into customers.
  • Leveraging social media platforms for lead generation: Social media platforms provide a vast opportunity for lead generation. By engaging with your target audience on platforms like Facebook, Twitter, and LinkedIn, you can attract new leads and increase your chances of reviving old sales leads.

Importance of continuous exploration of new lead generation approaches: To stay ahead in the game, it is crucial to continuously explore new lead generation approaches. Experimenting with different strategies and keeping an eye on industry trends can help you discover new opportunities to revive old sales leads.

What about those old sales leads from the last few months that did not convert to sales? No qualified lead should go to waste even if it is not responding right now. According to a survey by Wilmington Design Co., 73% of marketing leads are not sales-ready, but with a persistent strategy in place, you can achieve higher conversions.

If you have too many inactive or rejected leads, that either means your marketing and sales team is targeting the wrong audience or your process is not optimized for driving conversions.

5 Proven Tactics to Revive Old Sales Leads to Improve Conversion

this post, we have explained a tried and tested method for reviving conversions from your presumed dead leads. Practicing these ideas will keep your inactive leads engaged, and improving sales over time.

Omni Channel Nurturing

We are living in the marketing automation tools era and must leverage it to revive your old sales leads (qualified). Complementing your traditional phone call with systematic nurture campaigns leveraging e-mails, social media, SMS can increase the chances of converting these old leads into actual sales by 50–70%. Reaching out to your old leads with new content and works, and your prospects may show a renewed interest in your product/services. Have a persona-based middle of the funnel and bottom of the funnel nurture strategy in place for all your leads. Don't just leave it on sales once a lead has been handed over, continue the marketing nurture to increase the chances of achieving a sale. 

Get a Reason to Re-Connect

Instead of calling your old sales leads and reminding them about your previous conversation, get a more valuable reason to follow up. Like a new product launch or a special discount. Another worthy strategy is to follow your leads on social media and track changes happening at the leads company and their personal career. Interjecting at the right moment can revive interest. For example - If you are selling event management services and learn your prospect company just announced a customer conference engaging at that time might revive interest.  This will also leave a good impression and make them feel you care. Reconnecting should be about the lead's lifecycle, not about pushing sales.

Re-schedule Your Contact Routine

Change your routine of outreach, the time and the day. For example, if you are trying to contact your lead in the morning hours and never get your calls answered, it could simply because it is not the right time to contact them. This is a very simple yet proven effective tactic to engage with non-responsive leads.

Leverage Social Media to Engage Old Sales Leads

In no way, you can underestimate the power of social media or think of ignoring it when it comes to nurturing qualified leads. Tapping your potential clients through various social media channels can help to develop a relationship with your audience. Be it LinkedIn or Twitter; you get an opportunity to interact with your prospects directly. You can drop a personal message, respond to their post, use the hashtag they are following, or even email or make a call.

Perform Periodic CleanUp and Update Your Data

Keep your data clean and organized so that your sales team can pitch only to qualified leads and target the right prospects when trying to revive old leads. The performance of the sales and marketing team depends on the quality of lead data. A clean and regularly updated database can make the sales process be more efficient.

Click here to learn some tips on Sales insight clean up.

#Bonus one: If everything fails, try to score a referenceIf all your efforts fail and you are not able to get a sale don't be disheartened. If you run a good sales cycle, you can still ask them for references. If you have good engagement with your leads they may refer you to others who may be interested in your product/services.

If you want to revive your old leads and improve conversions, we can help you. We specialize in building nurture campaigns, leveraging an omnichannel approach to achieve that. Write to us at info@growthnatives.com to start a discussion on this.

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