You spend a tremendous amount of time pursuing new prospects for your MSP business. You work diligently, continuing to generate leads. The problem is that in your determination to chase new customers, you ignore quality leads. These leads are the ones that weren’t qualified when you first contacted them, they went with a competitor or maybe you just weren’t able to keep in touch. So, what can you do to revive these forgotten leads?
Why Connect with Old Leads
If you’re in sales, you know that the leads you’re most likely to convert are the ones you’ve connected with emotionally. They know your MSP business and you know them. Maybe they’ve read your emails or you talked with them on the phone.
So, it makes sense to nurture the relationships you already established with your old prospects, reviving their interest in your brand.
How to Recover Lost Prospects
It’s a growing problem for marketing and sales teams today to overcome the saturation of targeted marketing campaigns on consumers. You go into the fray trying to connect with prospects who screen their emails and phone calls, ignoring ads.
This makes it harder to get their attention. Don’t despair, there are strategies that can help you stand out from the crowd and reconnect with your prospects.
- Publish relevant content – By publishing relevant and helpful content on your website and blogs, it helps attract your old prospects. Since they already made contact with you in the past, they’re most likely still interested In MSP solutions to their problems. When you create informational content, it builds your authority. This encourages them to reconnect because they realize that you’re an expert in the industry.
- Re-engage with email – Sending your old prospects simple emails are often enough to re-engage with them. When creating your email content, keep it simple and include a call to action. Just say something like, “Are you still interested in our help?” or “Do you still need solutions to your business problems?” Avoid the temptation of overwhelming them with too much information. An individualized message that connects personally is the best way to grab your prospects’ attention. It demonstrates your concern for their needs.
- Make person-to-person phone calls – One-on-one conversations allow you to make a personal connection with your leads. It’s one of the most effective methods for strengthening relationships. Personal conversations build trust and emotional connections. Your prospects are able to tell you exactly what they’re thinking and ask questions. Not only that, but you can tell by their tone of voice how they’re responding to you. If you sincerely listen to what they’re saying, you can develop solutions that will interest them.
Your chance of converting abandoned deals is a lot higher than finding fresh leads because you’ve already started relationship building. So, keep in touch with your older sales leads, strengthen your relationships, and build trust for growing your MSP business sales.