Coaching Lead Management

It’s Time to Dust Off Your Old Leads – Here’s How

If you’ve been working with leads for any extended amount of time, you know that they tend to pile up quickly. Now is the time to block off an hour or two on your calendar, queue up your favorite podcast, and give those old leads new life.

While it’s important to know when you want to re-engage old leads and how to do it, it’s also critical to determine why. Consider the new projects you’re working on that older prospects may not have been exposed to or aware of. Potentially, these new initiatives are precisely what those leads are interested in now. Plus, the old lead may connect you to someone else who is interested in your services.

Regardless of your reason why these tips will be your savior when you finally take the time to sit down and re-engage with your former leads.

Sort & organize your data.

If you can’t find the time in your schedule, recruit an assistant to help with this portion of the process. Once you’ve decided who is going to take the reigns on the sorting process, block out a generous amount of time to get the job done. Trust us, it will be worth the time investment when your leads are cleaned up. We recommend adding a “tags” column to each of your client lists. Under “tags” you’ll want to categorize your clients with any information that you deem important. For instance, creating a tag for “Old leads – No Response” will be useful as you move into the next step of re-engaging these leads. You can also have tags for friends, family, old colleagues, organizations, events, and more. The sky is the limit for tags, and they will certainly save you headaches later on.

Select a method.

Now that your old client lists are polished and sorted, you’ll want to select a method for re-engaging them. Consider if you want this communication to be an on-going sequence of events or a one-time check-in. You may also want to consider if a text, email, video, voicemail, or hand-written note is the best option for re-engaging. Now is the time to mix it up and put your best foot forward. If they didn’t reply to an email blast the last time you reached out, shoot them a text with a video link to show that you’re an agile communicator.

Don’t be afraid to try new methods to impress your clients. Your openness to new communication methods will reinforce their view of you as an expert.

Tailor your communication.

With new features being introduced regularly, you can take your re-engagement communication to the next level. Make sure your message is warm and doesn’t sound robotic. If you’ve worked with the client in the past, take the time to acknowledge that. If it’s been a while since you last connected, take the time to ask them how they’re doing before you bring up a service or project they may be interested in. Bonzo allows you to easily add personal merge tags so you can send an authentic message in a snap.

Be all ears.

The process is not complete after you send the message. Like all leads, you must be quick to view responses and listen to the content. If a lead responds saying that they aren’t interested in a certain project, thank them for responding and request to keep in touch. If you listen carefully, their responses can help you categorize them for future use, too. Remember that old leads are still warm leads. These leads were interested in your services at one point, which means they could very well be interested again. If they are open and responsive, consider moving them into a nurture campaign or ongoing newsletter where you can keep them from going stale.

Coaching Lead Management

What it Means to Be a Conversationalist in a Digital World

Merriam-Webster defines a conversationalist as one who converses a great deal or who excels in conversation. While joining in any discourse does not make one a true conversationalist, everyone can benefit from having more productive conversations. Conversationalists should be passionate about the authentic discussions they are having along with the genuine relationships they are building.

Now especially, in the ever-evolving digital world, it is imperative for business professionals to separate themselves from the competition by being agile and engaged conversationalists.

Follow these tips to put conversations at the heart of everything you do.

Embrace differences.

Each client you work with is at a different place in how they communicate digitally. Make sure you meet them where they’re at. If you’re working with a client who is always on the go, they will appreciate a few quick texts over a lengthy phone call. If a client you’re working with prefers only to be called on their office line, lean into that method. Don’t try to push them into digital conversations if they aren’t ready to take the plunge. For the client that needs a nudge, don’t be afraid to send that follow-up message (and don’t be offended when it takes a few nudges). Try not to limit yourself to one channel of communication, but instead be open to learning as the digital options continue to unravel.

Create 50/50 sharing.

The strongest conversations have an equal amount of sharing on each side. While you should not fear sending a follow-up message, take cues from the client as to when they may be feeling burnt out on communication. On the flip side, listen when the client tells you that they are ready to talk. Today, there are a huge amount of tools in the digital space that allow you to take advantage of 50/50 sharing. Enable a “Stop Sequence” setting in campaigns to halt messages when a client responds or adds a meeting to your calendar. This will show the client you are interested in listening to them, not just talking at them.

Be your (digital) self.

Although a lot of your messages may be automated, they don’t have to sound like it. Bring life into your messages and show your personality the same way you would in person. Add an emoji to a text or a gif into your weekly email newsletter if that’s your style. The idea is to break down any stiff, impersonal sounding correspondence, while still maintaining professionalism. Take advantage of resources like sending test emails. When you get the test email, ask yourself critical questions. Would I be excited to get this email? Does this email make me want to click the links inside it? If it’s a message you might skip over in your own inbox, go back to the drawing board and make it personal.

Show genuine interest.

Just as it’s important to listen to your client, you should also have a genuine interest in who they are and what they do. A client will be able to spot fake interest a mile away so make sure to add personal touches to your outreach. Utilize the notes section of your customer database to leave helpful tidbits about each client. A congratulatory note for a recent award or wishing them a happy anniversary will go a long way. Even asking about their current WFH situation will mean a lot to the client.

Don’t shy away from automation.

Automation can get a bad rep, but there are new offerings in the digital space that can make automation your lifesaver. For example, embrace an Auto-Dial function to make calling your clients simple and efficient. You can also place clients on campaign loops. Maybe the first campaign isn’t the right one for them, with a loop they can be automatically added to another campaign without you having to lift a finger. That next campaign may be just what it takes to prompt a response from even the quietest client. Don’t worry, if they do reply you’ll have that “Stop Sequence” setting enabled.