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Turn Dead Leads into Paying Customers

Do you want more client meetings without spending weeks preparing or searching for new leads? In this article, I will share a strategy that helps you reactivate old leads and turn them into paying customers. I have successfully used this strategy for our clients at OptimaLeads, securing up to 30 meetings for a single client.

This strategy consists of three steps:

1. Build your list

2. Write the message

3. Contact the leads

This method is especially useful if you are a sales manager, entrepreneur, or responsible for customer acquisition in your company. To get the best results, it's important to understand the logic behind each step and execute them carefully.

Step 1: Build the List

The first step is to review your existing contacts and create a list of potential clients. You probably have numerous conversations stored in your CRM system with prospects in different stages. These contacts are valuable because they have already interacted with you. Now, the goal is to identify those who can be re-engaged.

How to Build an Effective List

Segment your contacts into different categories:

• Not interested – those who previously showed no interest

• Not the right time – those who were interested but had bad timing

• Meeting held, but no deal – those you’ve talked to but didn’t close the sale

This segmentation helps you target your messages effectively and improve response rates. Once your list is ready, you can move on to the next step: crafting personalized messages.

Step 2: Write the Message

A successful reactivation campaign relies on personalized messages. Leads in different categories require different messages. It's crucial that your messages don't feel generic but instead show that you remember previous conversations and understand their position in the buying process.

EXAMPLE: Message for the leads where timing wasn't right

“Hey John,

I had marked a call request with you for today because we have been chatting about x services.

I didn’t want to directly call so I sent a message. We could catch up on this topic, let’s say next Monday at 10 am or 12 pm?

Kindest regards,

Signature”

This message is light and non-pushy but reminds the lead of your previous conversation and provides a clear next step.

EXAMPLE: Message for the leads who you had a meeting with

“Hey John,

Sending you a message because we have had a meeting regarding x services.

A lot of changes have been made to this service and I suggest that we set up a 20-minute meeting where we go through these.

I think that this suits your needs better now. Could this be interesting?

Kindest regards,

Signature”

This message highlights changes that have occurred since the last meeting, sparking the prospect’s interest because new developments may impact their decision-making.

Remember, personalization and relevance are key! Put yourself in the customer’s shoes and think about what would make them reconsider working with you.

Step 3: Contact the Leads

Once your messages are ready, it’s time to contact your leads. This step is crucial because without proactive follow-up, your list won’t convert into meetings.

Best ways to reach out:

• Email campaign – Send messages to all leads at once and track responses.

• Manual approach – Go through the list manually and write personalized messages for each lead. This takes more time but yields better results.

• Call campaign – Send an email first, then follow up with a call. This combination significantly improves response rates.

The most dedicated sales professionals call each lead with a tailored approach to ensure the message gets through.

How to optimize response rates

Timing is one of the most important factors in outreach. If possible, analyze when your leads are most likely to be available and responsive. In general, the best times for emails are weekday mornings or afternoons. For phone calls, the ideal times are usually before 11 AM and between 2–4 PM.

Implement the Strategy and Fill Your Calendar!

When you execute this strategy, you can expect to book new meetings within a week. If you want to outsource the process to a professional and maximize your results, book a free virtual meeting with me. We help businesses reactivate old leads and turn them into paying customers.

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