Re-engage with Warm Prospects Who Have Gone Cold

Re-engage with Warm Prospects Who Have Gone Cold


Re-engage with Warm Prospects Who Have Gone Cold

Your initial call ended great! You are scheduled to follow up within a day or two but can’t get hold of your prospect. You’ve decided to follow up again after a week… and the week after and so on.

Unfortunately, it’s been a month since you last spoke with him. No matter how many times you attempt to reconnect with him but it seems like everything is dropping off the map with this prospect.

Way back, I encountered the same situation. I started asking myself, What happened? Did they change their mind and realize that they don’t need your product or service after your first call?

Did they found another company who can provide them with the same product or service? Have they decided to push through with another project?  

Without hearing from my prospect and knowing the reason why, it’s hard to figure out if they just simply went cold or they still want to push through with it.

I gave him a little time, probably a month or two before I decide to give it a shot for one last time. Here’s what I did to re-engage with my warm prospects.

You might also like our recent post Lead Generation Statistics in Australia You Wish You Knew Before.

I’ve sent out a reconnecting email.

Here’s an example of my template.

SUBJECT: Giving it one last try…

Dear Emily,

Hope all is well.

I understand you’ve been busy since we last talked. I have not had much success reconnecting with you.

The reason I’m asking is that I would like to follow up on our last conversation. I just need to know whether or not to keep trying.

I’d like to check if you’re ready to discuss further about this. I am available to give you a call whenever you’re available.

Interested to hear your thoughts,


Related: 7 Stats that Says Email Marketing is the BEST Among Other Channels [INFOGRAPHIC]

To my surprise, I immediately receive a response the following day.

Here are the reasons why I think it worked.

  • It’s quick and straightforward.
  • The email allows your prospect to have an honest response without hurting your feeling.
  • They are not pressured to commit to anything.

I managed to get several good responses such as:

“They want to talk but now is not the right time to discuss about it.”

“We need help about this. However, this is not a priority as of the moment.”

“I would like to schedule a time to talk but I’ve been out of the office for a few weeks because of a family emergency.”

These responses may sound like they’re not interested to some sales reps. But I’m glad I got these responses because it doesn’t mean they are no longer interested. This slide might just help you, check out A Closer Look at a Sales Lead’s Mind an Australian Perspective.

All I need is to respect their time for now.

 I can always nurture them, turn them into warm prospects again and eventually convert them into a sale, not for now, but at the right time.


More good reads on Callbox Australia Blog!

Learn more how to do Lead Nurturing: The Right Way


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AskCallbox: What makes an effective lead nurturing program?

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I can drown you with numbers from a dozen sources that prove how important lead nurturing is in the marketing process, but I choose not to. Let me give you a sprinkling of the juicy tidbits, though, as compiled by Ellen Gomez for Convince and Convert:   

  • 79% of marketing leads never convert to sales. Lack of lead nurturing is the common cause for poor performance (MarketingSherpa)
  • Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost (Marketo)
  • Nurtured leads make 47% larger purchases than non-nurtured leads (The Annuitas Group)

Very clearly, lead nurturing is an effective marketing tool to transform what were merely leads in the ToFu to paying customers in the BoFu. I will let you in on a secret: everybody can use lead nurturing to their advantage, and that includes you.

I know you’re excited, but before you begin any lead nurturing program, you need to clearly define goals so you know what is considered “success”. We all know there’s always that “everything depends on perspective” thing. A 100% increase in converts may spell success for you, but to others, it may mean nothing. See, without clear objectives of what you are trying to accomplish with your lead nurturing campaigns, you will never know if you’re seeing success or not. Now think of a concrete and measurable goal. You can even write it down.

The Four E’s of an Effective Lead Nurturing Program

Now, here’s what we’re going to do to realize those goals.

  • Establish

Build a good list of prospects, (operative word: good) from which you define buyer personas and do progressive profiling. Everything, and I mean everything, starts with a good-to-great prospects list. If you can tell yourself you have a pretty decent list, throw it away. You need at least a good one, or else everything that follows will be exercise in futility.

Related: AskCallbox: Where Do you get the List?

From the list, you have to understand who it is you’re trying to reach. It will provide you with a tremendous marketing and sales advantage. Creating buyer profiles takes time, but once completed, they focus and leverage your efforts. You simply cannot have a consistently effective nurturing program without clearly defined prospect profiles.

Get updated and targeted business list of your target market!

  • Educate

Create awareness, inform them about the product, and teach them how to make better decisions by creating relevant, timely, and useful content. In creating the content, make sure you:

    • Know your audience very well
    • Consider the buyer’s journey
    • Set a conversational tone
    • Keep it simple (or short and sweet)
    • Personalize your content

Related: Customized Content for your Target Audience Like These Payroll Software Companies Did

  • Engage

If  you have already mapped out the number of touch points you need and determined which channels to use – it could be email or phone or social media or all of them – you’re ready to engage them.

Helpful Stastistics: 5 Social Media Trends for Businesses in 2016

After sending the initial information about the products or services, you can follow-up by phone. By now, you should have already been able determine if the target decision makers are receptive or not. If they aren’t, you can try and reach out to them via social media. They have to be reachable somewhere; it’s your job to cover all bases and figure out where that is. And remember, key to engaging your prospects is not just giving them any old marketing bit you have prepared, a brochure or a link – it has to be relevant to them and their business, and you must give them that information in a timely manner – at a point when they need it and are actively looking for it, not before, not after.

Related: Statistical Proofs Show That You Should Invest In Multi Channel Marketing

  • Earn

Win them over with a final push! Sometimes, all it takes is a little nudge to make the prospect say yes. Apply all the theories in Psychology to get that sweet yes.

    • Try reciprocal concession: If there is an expensive and a cheap model of a product, it’s better to advertise the expensive one first. Selling down works better than selling up. We feel more responsible and satisfied after agreeing to a concession. We think we have brought that change.
    • Use social proof: We view a behavior as more correct in a given situation to the degree that we see others performing it.
      The more number of people doing it, the more the rule works into making us believe that the behavior is correct.
      We use behavior of people (like us), to determine proper behavior for ourselves.

Mention how many people have bought the product in the past 48 hours and the prospect might just give in.

You have to understand that an effective nurturing program actively moves the prospects you’ve created through your marketing and lead generation efforts, through a complex sales development process to the point where they become paying customers. Yes, anyone can enjoy the benefits of an effective lead nurturing program. You just have to be willing to invest time and resources and patience and ingenuity. The list is quite long, really, but in the end, it’s all worth it.

Here’s what you’ve missed! AskCallbox: Where Do you get the List?

AskCallbox: Where Do you get the List?Check out! Turning Targets to Sales-Ready Leads with a 50% Shorter Lead Nurturing Cycle

Learn more how to increase leads with our lead nurturing program or dial 888.810.7464.