How to follow up a prospect who no longer responds?
Getting difficulties to follow up a prospect who no longer responds?
In the world of sales and business development, it’s not uncommon to encounter prospects who initially show interest but eventually become unresponsive. However, this doesn’t mean you should give up on these leads. In fact, following up with unresponsive prospects can be a valuable opportunity to reignite their interest and potentially convert them into customers.
A real relationship has been established between you and your prospect. He is very excited to check out every piece of content offered in your lead nurturing scenarios. He asks questions and takes full advantage of the trial you offer. But, by the time you think you’re close to closing the sale, nothing. Silence… And no matter what you do, you can’t reestablish contact. As a salesperson, lost leads are just a part of everyday life, but that doesn’t mean you should ignore them. In this article, we are going to share with you some techniques that have proven their effectiveness in reviving a prospect who no longer responds.
1. DO NOT REFER TO THE PAST
By starting an email with “I messaged on Tuesday, but didn’t hear back from you”, or “I called but didn’t hear back”, you not encourage your prospect to take action. You just make him feel guilty. And, what do people do when they feel guilty?
They avoid you! If you want an answer, don’t mention the fact that he hasn’t answered you in a while. Start every follow-up interaction like you’re starting from scratch, and they’ll be more likely to re-engage.
The difficulty: to be present, without being heavy and intrusive.
=> If you do too much, you will end up being ignored.
=> If you don’t do enough, you will fall into oblivion (forgetfulness).
2. MODIFY YOUR CLOSING
Closing includes all engagement interactions that a salesperson requests from a prospect. Some examples of closing are:
- a request to a prospect to read a white paper
- scheduling a call
- contact to request more information
If the prospect doesn’t respond to your follow-up, you can simply send another email requesting the meeting again or send a LinkedIn message. However, we do not recommend this approach. Clearly, there’s something in this request that’s not enticing the prospect to respond, so it’s time to move on to plan B.
Make your closings specific and modify them. Rather than requesting another meeting or another call, ask for background information instead. For example: “I am trying to better understand your organization. Where can I learn more about [project X, team, announcement]? “.
3. VARY YOUR CONTACT ATTEMPTS TO REVIVE A PROSPECT
It sounds so obvious… but most sales reps don’t: call and email your prospect at different times of the day.
Sales reps are creatures of habit. After leaving a voicemail for their prospect, they will put a note in their CRM to call that person back in a few days. They will usually choose the same time. This means they will unsuccessfully call the prospect at 2:30 p.m. on a Tuesday and then make the exact same mistake at 2:30 p.m. the next week.
Maybe the prospect has an ongoing conference call at the time, or maybe they’re much less responsive in the afternoon. Either way, there’s no reason to keep chasing a lead when it didn’t work the first time. We recommend changing both the day of the week and the time. If you didn’t make it Tuesday afternoon, try Thursday morning or early Monday evening.
4. PERSONALIZE YOUR PROSPECT REMINDER
Try a non-commercial approach by talking about something that interests your prospect outside of work. If they have an Alaskan vacation coming up, send an email saying, “I was watching a documentary about Alaskan polar bears and thought of you and your next trip!” »
This is the simplest fence you can give them because it has nothing to do with business. People are happy to talk about what’s going on in their lives. So you’re more likely to get a response than if you ask them when they want to schedule a demo for the fifth time. Once the prospect has responded to you, you can slip in a “Great!” And while I have you, can I confirm with you this demo scheduled for next Tuesday? »
When reaching out to unresponsive prospects, ditch generic messages and personalize your approach. Reference previous interactions and highlight specific points of interest to show that you genuinely value their business. Persistence is key, so don’t give up after one attempt. Keep the communication flowing while maintaining a personal touch.
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5. TRY DIFFERENT CHANNELS
If your emails aren’t getting a response, it’s time to switch things up. Explore alternative communication channels such as phone calls or social media messages. The prospect may be more receptive to a different platform. Experiment and find the channel that works best for each prospect.
When faced with an unresponsive prospect, it’s crucial to explore different communication channels to increase your chances of getting a response. Here’s a further explanation and examples of trying different channels:
- Phone Calls:
Instead of relying solely on email, pick up the phone and give your prospect a call. A personal conversation can help break the communication barrier and allow for a more immediate and engaging interaction. For example, you can say, “Hi [Prospect’s Name], I’ve been trying to reach you via email, but I wanted to personally connect and discuss how our product can solve [specific pain point]. Can we schedule a quick call to explore this further?” - Social Media Messages:
Many professionals are active on social media platforms, so reaching out through LinkedIn, Twitter, or Facebook can be an effective way to catch their attention. Send a direct message with a personalized message tailored to their interests or recent activity. For example, you can say, “Hi [Prospect’s Name], I’ve been following your insightful posts on [topic], and I believe our solution can complement your work. Let’s connect and explore potential synergies.” - In-Person Meetings:
If the prospect is in your local area or attending industry events, consider setting up a face-to-face meeting. Meeting in person allows for a deeper level of connection and builds trust. You can mention, “I’ll be attending [industry conference/event] next month and would love to meet in person to discuss how we can support your business goals. Let’s schedule a meeting to explore the possibilities.” - Video Calls:
With the rise of remote work and virtual meetings, video calls have become a popular and convenient way to communicate. Utilize platforms like Zoom, Microsoft Teams, or Google Meet to schedule a video call with your prospect. This approach allows for visual engagement and strengthens the personal connection. You can mention, “Hi [Prospect’s Name], I’d love to have a video call to demonstrate our product and answer any questions you may have. When would be a convenient time for you?”
Remember, the goal is to choose the channel that your prospect is most likely to respond to. Consider their preferences, industry norms, and previous interactions to determine which alternative channel to try. By diversifying your communication channels, you increase the chances of catching the prospect’s attention and reigniting their interest in your offering.
6. DO NOT SEND A BREAKING-UP EMAIL
Never send breakup emails. Your prospect did or said something at some point in the buyer’s journey that made them a qualified prospect. Don’t throw that away with a breakup email. Often, sales reps will use this type of last-minute effort to nudge the prospect forward. But what really happens is that you give them an easy way out. You make the break, so they don’t have to.
Rather than saying, “It seems you are not interested in what I have to offer. If so, this will be my last attempt to reach you. Try saying, “It doesn’t seem like a good fit for your business right now.” I don’t want to bother you unnecessarily, so I’ll follow up in a few months to see if our goals are better aligned. »
Instead of slamming the door, you left it open and full of promise for the future.
Offer Irresistible Value
Capture the attention of unresponsive prospects by offering irresistible value. Provide them with exclusive industry insights, tailored resources, or insider tips that address their pain points. Show them that you’re more than just a salesperson; you’re a trusted partner invested in their success.
Inject Urgency
Sometimes, prospects need a little nudge to take action. Create a sense of urgency in your follow-up messages by highlighting limited-time offers, exclusive discounts, or upcoming deadlines. By adding a time-sensitive element, you motivate prospects to make a decision sooner rather than later.
Leverage Social Proof
Unresponsive prospects may need reassurance that your product or service is worth their attention. Incorporate social proof in your follow-up messages, such as customer testimonials, case studies, or success stories. Demonstrating the positive experiences of others can instill confidence and reignite interest.
Propose an Alternative Approach
If your initial pitch didn’t resonate, don’t be afraid to propose an alternative approach. Customize your offering to better align with the prospect’s needs and pain points. Tailor your solution to address their specific challenges, and emphasize the unique benefits they’ll gain by choosing your product or service.
Keep It Short and Snappy
In a world filled with information overload, brevity is key. Keep your follow-up messages concise, impactful, and easy to read. Cut out any unnecessary fluff and get straight to the point. Captivate their attention with a compelling subject line and a clear call-to-action.
Reflect Confidence and Enthusiasm
Unresponsive prospects can sense hesitation or doubt. Reflect confidence and enthusiasm in your follow-up messages. Project your belief in the value of your product or service and convey genuine excitement about the potential partnership. Confidence is contagious and can help reignite their interest.
Conclusion
Reaching out to unresponsive prospects requires a strategic and determined approach. By personalizing your communication, offering value, trying different channels, and injecting urgency, you can significantly increase your chances of reviving their interest. Remember, every follow-up is an opportunity to demonstrate your dedication and showcase the value you bring to the table. With the right tactics, you can crack the code and turn unresponsive prospects into engaged customers.
How to make email messages that have an impact on your target?
Some examples of emails to REVIVE prospects – Email to follow up a prospect who no longer responds
Nothing better than concrete! Here are some examples of emails you can send to relaunch your prospects:
After sending a proposal and not having received a response:
Subject: Do you have any questions about the proposal?
Hello NAME,
Last week, I sent you the proposal you requested for your website redesign project. I haven’t heard from you since and just wanted to know if you have any questions?
I would like to arrange a quick call to discuss this in more detail. Would Tuesday at 3 p.m. work for you? I’m really excited about the project and can’t wait to get it started!
Cordially,
[Signature]
After sending a cold email to generate sales:
Subject: This is the business guide we were talking about on the phone.
Hello NAME,
It was great chatting with you the other day and learning more about your goals for YOUR BUSINESS.
I come back to you with this guide for “how to develop a small business? which we discussed on the phone. You can find it here. Based on what you’ve told me about your marketing strategies this year, I think you’ll find the third section particularly helpful.
Let me know if you enjoyed the content!
Best regards,
[Signature]
To revive dead leads:
Subject: Special 25% discount for COMPANY NAME
Hello NAME,
I hope you’re doing well. We discussed accounting software packages for your business a few months ago, but unfortunately you decided not to continue working with our firm.
I have since been able to speak to my team to offer you an exclusive 25% discount on all our products. I hope this will show how eager I am to work with COMPANY NAME.
I will be very happy to arrange a call when it is convenient for you to further discuss your options.
Best regards,
[Signature]
How to follow up a prospect who no longer responds over the phone?
So obviously, we avoid harassing our client every 30 minutes. Each of your actions must be precise, and have meaning.
Tip 1: Maintain the link with your prospect between the different stages.
In other words, between two meetings, know how to politely occupy the space:
- “I just hung up with {name of a current client}, he would be delighted to share his feelings with you since using our solution. If it’s good for you, I’ll give you an introduction in the afternoon?”
- “By the way, I didn’t tell you about it but we also have a newsletter. I put the link here if you want to know more.
- “I came across this article which addresses the problem you told me about! It may interest you.”
Mail or phone, as long as your advice is useful and relevant, you will get feedback.
Tip 2: Establishing a rhythm also means taking advantage of each interaction to validate the next stage.
And for that, it is better to approach the subject twice than once!
- Talk about your next steps at the start, when you announce the plan.
- Talk about it naturally at the end, when you “officially” plan to meet again.
And a good plan is in place from the first meeting!
For example: “Just before we start. If you like what I present to you, what do we do next? What would be the next steps if we want to move forward together?”
Conclusion
Selling and to follow up a prospect who no longer responds, is like music: learn to play the right notes at the right time.
If your prospect doesn’t respond, try everything – in a short period of time.
If it didn’t work, schedule light and regular reminders, but infrequent.
Now we look forward. Next! You have other fish to fry.
Photo credit: geralt via Pixabay
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