Where can you find your lost leads?
Leads play a vital role in marketing. But what happens when they lose interest? Is it worth the investment to find your lost leads and try to pick up where you left off with them?
Reconnecting with lost leads can be more beneficial than generating new ones. Lost leads have shown an interest in your business. They may have been very close to converting.
On top of this, you already have data on them. What made them interested in the first place? How did they find you originally? You should have enough information to know how to best approach and re-engage them.
In your customer database
Retaining an existing customer is worth more than converting a new one. If you fail to follow up customers after they purchase, it's easy for them to fall off your radar. Revisit your customer list and put re-engagement processes in place. Utilise up-sells, cross-sells and loyalty schemes. Make your customers feel valued and make sure they know what else you can offer them.
Abandoned shopping baskets
If someone's added something to their shopping basket, they were very close to making a purchase. Don't let these leads slip through your fingers!
When it comes to abandoned shopping baskets, the key is to act quickly. There's no use in following up the prospect in a month's time.
Follow-up emails work well for abandoned shopping baskets. Consider drawing leads back in with a one-time offer and the item's most compelling selling points.
New contacts from conferences and exhibitions
Networking is at the heart of conferences and exhibitions, but it's all too easy to forget to follow up your new leads.
If someone's given you their business card, they'll expect to hear from you. Failure to do so will render your networking efforts futile.
Before attending networking events, decide how you're going to follow up new leads. Whether this is through an automated campaign or manually getting in touch, make a plan and implement it.
Another place to find your lost leads is amongst your social media followers. Whilst these leads have shown an interest in your business, you won't get much benefit from them unless you use the platforms correctly.
To be successful with social media, you need aim for more than getting likes and followers. Whether your goal is subscribers, website visitors or conversions, social media can be a great tool.
In order to convert your leads and reach your goals, create social media campaigns to engage your followers. You could set up a campaign around a lead magnet, promotion or piece of content.
Sometimes, email service providers will filter emails into a contact's junk folder, even if it's something they genuinely wanted to receive. Whilst this problem seems like it's out of your hands, there's actually a lot you can do about it.
Avoid your emails being marked as spam by:
- Keeping images and links to a minimum
- Avoiding 'spammy' phrasing (such as free gifts, over-exaggeration or money)
- Steering clear of attachments
- Keeping your sender rating high
- Asking new subscribers to whitelist your email address
On the flip side, be sure to check your own junk folder from time to time! You may well find your lost leads hiding in there.
Some leads will slip through your fingers. Some of them change their minds. Others were never really suited. However, much of this can be minimised - as long as you know where to find your lost leads.
Other things to consider when it comes to keeping your leads engaged are re-engagement campaigns, using different social media platforms and experimenting with different CTAs. Every lead is different and some trial and error is required to find your lost leads and nurture them.
At Flowbird, we know that leads should be valued. Efforts to find your lost leads will not go unrewarded. For more advice about lead nurture and customer growth, contact us today.