Re-Prospecting – Cleaning Old Leads

With in-person events all but called off in 2020 and outbound prospecting seemingly at a standstill, it’s time to get creative with your outreach. 

Because you have fewer net new leads to go after, it’s time to take a look at your backlog and get a fresh set of eyes on some of your older leads. With Spring in the air, take the time to do some Spring cleaning of your prospect list to uncover old opportunities to breathe new life into. 

The average salesperson only reaches out to a prospect two times, and that’s simply just not enough to get a prospect’s attention in most cases. While it may surprise you, the best leads out there may already be in your CRM. 

Follow the steps below to help uncover new life in leads that you already have and reach out to them successfully.

Narrow your search

Narrow your search by brainstorming your ideal prospect profile. Think of it this way, your Ideal Customer Profile (ICP) are the people who need your product, they will use it, love it, and tell their friends and colleagues. Oftentimes, sales reps mistakenly go after the target addressable market (TAM) which is anyone and everyone who can use your product in any way. These connections are less valuable and less likely to result in a sale.

Be empathetic

Empathy helps a seller put themselves into their prospect’s shoes, fostering a relationship of mutual understanding and respect for each other’s needs. In these unprecedented times, it’s important to be a human before a salesperson. 

Ask people how they’re doing and actually listen, human connection and empathy are proven to help the sales process. Developing empathy with your prospects not only gives you a better understanding of their needs but also offers an inside look into why they believe that these specific needs can be solved by you.

Don’t pitch without permission

Too often salespeople get excited when the phone is picked up and go right into a pitch. This can seem pushy to prospective customers, so remember to ask permission to pitch, especially in times such as these. 

Try something like: “Hi, I know it’s a weird time to be making cold calls, but I’m an SDR, and that’s my job. Is it alright with you if I share the reason for my call and then you can tell me if it’s a conversation you’d be interested in having?” Explaining yourself and the reason you called is an effective way to hook a prospect’s attention and get permission to pitch.

Use creative mediums for outreach – video sales letters

If you have tried and failed to get certain prospects’ attention, try something new like video sales letters. People at home may have more time to watch these, it also makes you seem more human and relatable. 

It’s extremely difficult to stand out as a prospector, and most emails you send will get moved to trash immediately. However, there are a few tactics you can use to make an impact with your outreach – and one of them is the video sales letter. Find how to create a video sales letter that convert here.

Don’t give up

Although you may find some duds in your old prospect lists, there may be a few great opportunities hidden in there as well. Keep calling, emailing, and contacting and your hard work will pay off as the deals roll in.

It’s important to take time to reflect on and revisit old leads and Spring is a great time to do a little cleaning of your leads and pipeline to see what’s worth taking another look. Although prospecting can be discouraging and the lack of event leads is being felt more and more by the day, there are still plenty of leads at your fingertips in your existing CRM.


Related Posts