Creative ways of resurrecting a dead opportunity
Undoubtedly you will have a number of opportunities on your sales pipeline at any one time, however at least 70% of those are likely to be ‘dead’. You can’t win them all, but it is possible to bring an opportunity back to life by more than just sending over a quick email or calling to ‘just check in’.
A customer wants to feel valued and that their opinion or feedback is heard. So why not ask for their thoughts or input. If you write a blog, you could ask them to be a guest writer. If you’re producing some new marketing materials or proposals, why not ask them for feedback on what you have created?
How well have you got to know your prospect on a human level? What their favourite foods are? Which sports team do they support? What are their hobbies? By really getting to know your customers, it can open several opportunities! Why not research an article they would be interested in and send it over to them? When it’s their birthday – send them a basket of their favourite foods? Has their football team had a new signing, email them about it!
Create an exclusive offer
Work with your colleagues to create an exclusive offer for your client which you can keep in your back pocket for the time when a prospect dies off.
It needs to be something niche and bespoke, perhaps something you are ‘not supposed to do’, that you couldn’t do for every account – but that you can get away with for a large opportunity or a key brand your business wants to work with.
This may involve providing a free trial, running a free report or letting them test out your product/ service. It will help your prospects see your value for themselves and de-risk their decision.
Hopefully these ideas have been of help and spark your creativity! Don’t do what everyone else does, be brave and think outside the box – it will make you stand out from the hundreds of ‘Just checking in’ emails they get every week!