Aug 5, 2022 10:02 AM
How many of you believe (or have clients have who believe) that the secret to growing a business is more new leads? It seems to check out — more new leads means more new opportunities to make a sale and expand that market that you serve.
But what if I told you that you're already likely sitting on a pile of qualified leads? We've all heard the adage that it's easier to do business with an existing customer than a brand new one, yet I don't often see pipeline re-engagement campaigns done effectively (at least within the B2B space).
Contacts in your closed/won and closed/lost stages shouldn't be left there — they should continue to be nurtured, assuming that they're a good fit for your business.
Closed/won can buy again or be upsold, and sometimes it's as easy as explaning the additional products or services you offer that the customer simply didn't know about.
Closed/lost can re-engage if you stay top-of-mind, as their business model, team structure, or overall strategy could change.
I wrote this article on pipeline re-engagement campaigns in HubSpot, including what they are, how they work, and how to get the most out of them in HubSpot (along with multiple references to The Matrix).
Feel free to check it out if you're interested in learning more, or let me know your thoughts/experiences/wins with pipeline re-engagement campaigns below!
Aug 16, 2022 2:38 PM
Aug 16, 2022 2:40 PM
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Aug 10, 2022 5:25 AM
Yes !!! you are absolutely right. There is definitively the option for upselling the services for the leads you already hava. Thanks for sharing this idea to me. i really get the point and this point of view should also be verified in my team. perhaps we already everything we need to grow our business
Aug 10, 2022 8:39 AM
Aug 5, 2022 9:07 PM
Great post @jolle
Re-engagement is a great way to retain closed won/lost contacts, and it's a strategy every business should consider, really. Getting new leads and starting to nurture them until the closed won/lost stage again takes a lot more resources than re-engagement will.
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Aug 8, 2022 8:40 AM
Glad you enjoted it! I totally agree — it's always important to take a look at the leads you currently have vs the leads you could potentially attract.