How to Revive a Flatlined Lead

More than conversations, telemarketing is about nurturing leads, placing value on one’s products and driving home with a smile and a sales appointment scheduled for next week.

But most of the time, things may not turn out well for your lead generation and appointment setting activities. You often encounter unforeseen circumstances along the way that may send you reeling.

There is always a possibility that a lead flatlines or suddenly withdraws just when you are at the nearest point to a purchase.  

Since telemarketing particularly in the B2B world is a delicate operation, we cannot entirely write off the likelihood that a lead whatever level of interest it is in suddenly expresses disinterest.

Hence, it is important to keep your connections instead of simply eliminating a disinterested lead from your list and keep your lead generation and appointment setting efficient.

Do you constantly experience flatlined leads? Take these steps to put them back on the road towards a sale.

Keep on nurturing

Easy as that. If a lead indicates an unwarranted decision to back down, don’t yield just yet. Keep it in your database, especially when it satisfies the specifications of your ideal client type.

Never make assumptions

When you get rejected, you open up a whole world of assumptions, negative ones to be exact. “What if my products aren’t good enough? What if my approaches were off?” There are numerous reasons why they turned you down. But does it help if you stay in bouts of self-criticism? Sometimes it does, but you should be able to spend more time satisfying such questions, which leads us to our next point.

Identify what doesn’t work

Maybe it’s your approach that needs improvement or perhaps you didn’t score the prospect well enough to discover its true value. Whatever it is that’s wrong in your lead generation and telemarketing campaign, you should seek and attempt to reevaluate it. Undertake another round of A/B testing for your telemarketing or try to add more categories in your lead scoring.

Provide better content

Content can serve as your hero the moment a lead flatlines. Continue sending scheduled emails to the prospect, but this time, up your game. Place your best offers front and center. Offer downloadable content and send invites to special events such as upcoming webinars and tradeshows. Make your prospects realize what they will be missing out without you as their solutions provider.

Want to know where to find B2B Leads? Learn how.