The Thanksgiving holiday often leaves us with an abundance of leftovers, and while reheated turkey and stuffing can be a treat, they also serve as a fun metaphor for your business. Just like those leftovers, old leads that have been sitting in your pipeline can be reheated and turned into something valuable.
This Thanksgiving, take a moment to dig into your CRM and revisit those prospects who didn’t convert the first time around. With the right strategies, you can turn “cold” leads into hot opportunities.
The Value of Revisiting Old Leads
Old leads represent an opportunity that’s already halfway cooked. You’ve already made contact, and they’ve shown some level of interest. Revisiting these prospects allows you to:
- Leverage New Offerings: Highlight changes in carrier pricing, new policies, or holiday promotions that might be more appealing now than when they first inquired.
- Re-establish Trust: Sometimes, people need time to make a decision. By following up, you show persistence and a genuine desire to help.
Crafting the Perfect Follow-Up
The key to re-engaging old leads is to approach them in a way that feels personal, not pushy. Here are some strategies to keep in mind:
- Holiday-Themed Outreach: Send a Thanksgiving-themed email or postcard thanking them for considering you in the past and inviting them to revisit their options.
- Offer Something Exclusive: A limited-time holiday discount or a free coverage review can spark renewed interest.
- Focus on Their Needs: Use what you know about their initial inquiry to tailor your follow-up message. Mention specific products or solutions they were interested in.
Tools to Warm Up Your Leads
Automating parts of your follow-up process can make this task easier and more effective:
- CRM Automation: Use your CRM to create email sequences that gently remind old leads about your offerings.
- Holiday Templates: Craft warm, engaging holiday messages that don’t feel overly salesy. A simple “Thinking of You” email can re-open the door.
- Segment and Prioritize: Not all old leads are created equal. Focus on those who showed the most interest, like requesting a quote or having a detailed conversation.
Turning Conversations Into Conversions
Once you’ve re-engaged old leads, it’s important to move the conversation forward:
- Book a Call: Offer to schedule a quick review call to discuss how their needs may have changed.
- Simplify the Process: Provide an easy, streamlined way for them to take the next step, whether it’s an online application or an in-person meeting.
This Thanksgiving, don’t let your old leads gather dust. Just like those holiday leftovers, they have untapped potential to provide value. With the right approach, you can turn them into a satisfying meal of new business opportunities.