This post originally appeared on tBL Marketplace Partner's ProspectNow Blog and is republished with permission. Find out how to syndicate your content with theBrokerList.
It’s pretty frustrating when a lead is just…stuck. They aren’t a new lead, but they also aren’t taking any action either. So, what can you do to keep the lead engaged? There are a few approaches you can take to get these leads moving and active again. Here are five ways to keep mid-funnel leads engaged.
Once you have identified which leads are “stuck” you need to reconnect. A great way to do this is to use a targeted email campaign which only involves creating a quick email in your CRM and then scheduling it out and letting your automation system take over. The email can be as simple or detailed as you’d like and it is an easy way to reconnect and resuscitate these stagnant leads.
Utilize Social Media
Social media sites like Twitter and LinkedIn can be an non-intrusive way to reconnect with leads. Send a quick link to an article you think they would appreciate to open up the line of communication again or even post to your account and stay active so that your posts are showing up in this prospect’s feed.
A successful rehabilitation of a mid-funnel lead does not include spamming them. Do not just send something irrelevant in order to get in front of them. Send this lead information you truly believe they will find useful and will appreciate. Spamming a lead is the quickest way to kill any chance of turning them into a client.
Determine What Leads are Worth Your Time
You won’t be able to revive all leads stuck in this mid-funnel. You need to decide which leads are truly dead and which ones are just in between. Be careful not to remove leads from your database that may come back in the future and eventually mean business, but also if you have not had a good line of communication thus far, it may be time to push these leads off your radar. Make sure to send quality leads regular updates and keep them in the loop on the market.
Don’t be afraid to reach out to an important lead that may just not be responding to email campaigns. Sometimes all it takes is a phone call to get that lead active again. Write a personal and original message that is unique to a specific need they have and suggest ways you can help them accomplish this goal. You can also remind them of your experience and direct them to your website or blog. This will get their attention quickly and will make them feel like a true priority.
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