Serious question. What happens to old leads? Do they become worthless at some point? Here at The Get Smart Group, we don’t think so. Well, maybe after 20 years when the product no longer exists, but really, old leads are still good leads until you get a “No” or a “Yes”.
When we’re building out follow-up systems for our clients, we always include a “Re-Engage” sequence. This is where we put all of your “dead” leads and let the system work its magic. On average, 10% of those leads will immediately come back to life and become hot. Another 30% will re-engage with you in the following 90 days. This is from a list that was previously deemed “dead”.
In fact, when Ali and I were doing a training for a new client back East, we had started the re-engage campaign on a Thursday for Above Ground Pool leads. By Tuesday, they had sold 7 new pools just to the old leads. It’s always fun seeing a system work and a near immediate ROI.
Think about it this way. A lead would not enter their contact information if there was not some interest in what you have to sell. Even if the timing isn’t right, they’re still interested. And hey, even if they went to a competitor, you still have accessories and related products you can sell to them, right?
Once you realize that there is immense money in the list, you’ll realize how important a proper follow-up system is. When you work with us to craft a customized follow-up system, we’ll make sure that all of your leads are getting emails and your sales people are getting reminders for a minimum of one year. If you’re not sure how often people are getting contacted (or for how long), please get in touch. We can walk you through what we do and how we can give you the peace of mind you’re looking for.
Old leads don’t die, they just go to the company with the best follow-up. Be that company.
