Lead reactivation
Reactivating your clients' old leads with AI
Fivos Radis
Founder, Elite Architects · 3 min readListen to this article
Full article · 4 min
Your client's database can have people who were interested at the wrong time, or who never really got into a sales conversation. Those are some of the reasons an old lead might not have converted before.
We work through as much of the eligible database as possible and create customized offers for the niche. We use calls, texts and emails to get people back into a conversation.
Why didn't they buy the first time?
It might have been about timing for them. They might have enquired and then never been properly engaged in a sales cycle.
An old lead hasn't necessarily lost interest forever. We want to find out whether the offer fits what they need now.
That doesn't mean everybody in the database will be interested. It gives us a chance to have conversations that didn't happen, or didn't go anywhere, the first time.
Work through the eligible database
We start with as many leads as possible, after checking which records are eligible to be contacted. An old record on its own isn't permission to contact someone.
We review the contact information and any existing opt-outs. During the campaign, we look at the conversations and log each opt-out in real time.
If somebody doesn't want to be contacted, that gets logged and further calls and messages stop. Wrong numbers are also logged so the database doesn't keep sending to the wrong person.
The offer depends on the niche
We craft customized offers for different clients and different niches, based on our experience and our proprietary software.
I'm not going into the internal software or the exact playbook here. We agree on the offer with the client and build the conversation around what they're selling.
We also agree on what counts as the next step. Some clients need an appointment. Others want an interested person transferred live to their sales team.
Calls, texts and emails work together
We use all three channels. If someone responds, the system has context from the earlier communications and continues the conversation from there.
It qualifies the person and works towards the conversion the client needs, whether that's a booked appointment or a live call transfer.
Once somebody books, the appointment-setting follow-up stops. Their sales conversation is then with the client's team.
What do we measure?
Appointments booked, and the percentage of the database that booked an appointment. Those are the main measures I'd look at for an appointment-based campaign.
We agree on which database records we're counting, so the percentage has a clear denominator. If 20 people book from 1,000 eligible records, that's 2%. That's an arithmetic example, not a result from a client campaign.
If the goal is live transfers, we track those separately. The client's closed sales are another measure after the appointment or transfer.
Offer it under your agency's brand
Your agency can sell this to a client who already has a database of enquiries. We handle the call-center delivery under your brand.
Book your onboarding with me. We'll go through the database, the offer and the conversion your client needs before setting it up.