So after a long period of silence in your conversation, how do<\/em> you connect with leads without sounding like have a hidden agenda<\/strong>? Here are our three best tips on how to reconnect with your leads in a way that helps you revive the conversation AND your sales process.<\/p>\n\n\n\n Yes! You should try to re-engage the leads, even if it\u2019s been quite some time (unless they\u2019ve explicitly told you not to message them again). Ideally, there shouldn\u2019t be a long pause between now and your last conversation with the lead in the first place. And you can prevent this by setting up a simple system for timely follow-ups.<\/p>\n\n\n\n But now that we\u2019re here, the first thing you need to know about reigniting \u201ccold conversations\u201d is this:<\/p>\n\n\n\n \u2b50 Tip 1:<\/strong> The longer it has been since you last contacted the lead, the more personalised and relevant<\/strong> your next message needs to be.<\/p><\/blockquote><\/figure>\n<\/blockquote>\n\n\n\n It\u2019s best not to send the lead anything too generic, even if it\u2019s just to wish them happy holidays. Remember, they might not even remember the last conversation they had with you.<\/p>\n\n\n In fact, let\u2019s say it has been a really <\/em>long pause, like two years. Your re-engagement message has to be much more personalised than just addressing the lead by their name. A simple \u201cMerry Christmas, Anne!\u201d <\/em>might not be enough to rekindle the connection.<\/p>\n\n\n\n Instead, you could add any small details you remember about the lead, such as their hobbies, their family member\u2019s names, or even a shared experience. Here\u2019s how this would look like in a message.<\/p>\n\n\n\n Example 1:<\/strong><\/p>\n\n\n\n Merry Christmas, Anne! \ud83c\udf84 Wishing you, David, and Jane all the best this holiday season. Here\u2019s to a wonderful new year ahead for you and your family.<\/strong><\/p>\n\n\n\n Example 2:<\/strong><\/p>\n\n\n\n Happy Birthday, James! \ud83c\udf82\ud83e\udd73 Hope you get to eat all the tiramisu you want today.<\/strong><\/strong><\/p>\n\n\n\n Sometimes you want to re-engage a lead because you have a really good promotion or product and you thought of them. But after such a long time, initiating the conversation with anything sales-related just doesn\u2019t feel right.<\/p>\n\n\n\n Many salespeople will try to bait the lead into a pitch by asking them about their life first, like \u201cHey Lisa, it\u2019s been so long since we last talked! How have things been? How are you?\u201d <\/em>Avoid that! \u26a0\ufe0f<\/strong><\/p>\n\n\n\n Nobody likes to engage in random small talk\u2026 only to be hit by a sales pitch immediately after what they thought was a friendly catchup. Some won\u2019t even reply because it\u2019s such a common tactic that they can anticipate the pitch far ahead. So what should you do instead?<\/p>\n\n\n\n \u2b50 Tip 2:<\/strong> You can defuse the potential awkwardness by being upfront about why you\u2019re reaching out to them again.<\/p><\/blockquote><\/figure>\n\n\n\n That\u2019s not to say you should just jump straight into business. Take a look at this message (it\u2019s not a good example):<\/p>\n\n\n\n Hey Chris, hope you\u2019re doing well! I\u2019m excited to share that we have a newly-launched duplex project available for viewing, starting next week. Let me know if you\u2019re interested to schedule a viewing.<\/strong><\/strong> The message looks fine, but it doesn\u2019t feel relevant to the person. And if you\u2019re sending this<\/em> after a YEAR of not talking to the lead, the message just falls flat. It sounds like all the unsolicited sales and marketing messages a person receives every day.<\/p>\n\n\n\n \u2b50 Tip 3:<\/strong> How to know if your message is personalised enough? If it can be sent to different people and still make sense, it\u2019s probably too generic.<\/p><\/blockquote><\/figure>\n\n\n\n When you’re trying to reconnect, you should add more details and context that\u2019s specifically relevant to the prospect. In some cases, simply stating why you remembered to message them could even help you score points with them. For example:<\/p>\n\n\n\n Hey Chris, hope all is well with you and Sarah. I remembered that you were looking at 3- bedroom units in the Edenbrook area last year, but there weren\u2019t any units available that came with a balcony.<\/strong> Throughout the message above, we added small personalisations that gives the lead more context and motivation to reply. Especially because it’s so relevant their personal motivations and preferences. Moreover, you’re also showing them that even after all this time, you still remember the lead as a unique person<\/strong>. Not just a contact you\u2019ve added to your occasional bulk-messaging campaigns.<\/p>\n\n\n\n Long story short, details are important. If you want to maximise your chances of reconnecting with a lead, you need to be relevant by personalising your messages with them. But what if you don\u2019t actually remember these kinds of details about your leads, since it was such a long time ago? Something that could help you here is a mobile CRM tool like Privyr<\/a>.<\/p>\n\n\n\n It\u2019s like a supercharged phonebook for all your leads, and you can even add notes to specific clients, calls, and meetings that only you can see. The next time you view a lead in the app, you\u2019ll have all the context (and templates) you need to quickly create a personalised re-engagement message, no matter how much time has passed.<\/p>\n\n\n\nShould you even message them at this point?<\/h2>\n\n\n\n
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\n\n\n\nHow can you move the conversation towards a sale, without sounding like you\u2019re just reconnecting to make a sale?<\/h2>\n\n\n\n
– Lisa, ACME Realty<\/strong><\/p>\n\n\n\n
There\u2019s a brand new project that just launched in Edenbrook, and I immediately thought of you as every unit comes with a spacious balcony overlooking the city. Would you like to see the floorplans?
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– Lisa from ACME Realty<\/strong><\/p>\n\n\n\nBut how do you personalise if you don\u2019t have that information?<\/h2>\n\n\n\n
Before you go\u2026<\/h2>\n\n\n\n