Lead Generation Marketing: 3 Ways to reactivate old leads

An often overlooked, but very effective way of increasing sales — one that should really be part of your regular marketing funnels — is to reactivate your old leads.

And here’s why:


Current and prior customers ONLY


For starters, these people are familiar with you already.  So their level of skepticism (as long as you’re doing good stuff, to start with) is lower than fresh, new leads.

Second, since they already responded to your marketing, they may have just had other things going on, or they may have simply forgotten about you for any number of reasons.

And often, all you need to do, is gently prod them… to get them to take action.

As opposed to fresh new leads – who might need more of a whack over the head, to listen.

So here are 3 ways you can reactivate old leads, without telling them, “Hey, I’m reactivating you as a lead.”

1.  Use a different media to engage them — same message, just different delivery:

I can’t tell you how many clients I’ve worked with, that I’ve suggested this to… and to their amazement, their old leads have responded.

So you go from print to video, or the other way around… video to audio… You’ll even see response simply by changing the TYPE of print media (advertorial to personal letter), or the color (white paper to Goldenrod).

This is no different than when you’re looking through your clothing closet.  Some days you prefer blue jeans… other days, khaki’s.  You just never know.

2.  Change the big benefit you’re building your campaign around:

So let’s say you’re an upscale hotel trying to sell your Sunday brunch, and you have three primary bullet “hooks,” in this order:

1.  Amazing buffet breakfast – 17 authentic Japanese dishes

2.  Japanese chef on hand to make you a custom meal

3.  Unlimited champagne for the first 25 diners

“Switch” them around, so your lead pitch is now the second or third bullet and you focus your campaign around this new lead, first.

3.  Reassess your core pitches and change ’em completely:

Lastly, a really smart thing to do… is to go back out to a bunch of your recent buyers, and ask them why they bought.

You might be surprised to find there’s a benefit in there, which you’re not identifying… or which you haven’t done as thorough job of working through, as you need to.

And coming back out with an “almost new” campaign, is a VERY good way of capturing sales from old leads who previously ignored you.

By the way — if you actually do any of these things, or if you’ve done some of this already… let me know what happened, by posting your comments below.

Now go sell something, Craig Garber

P.S.  Is your sales copy “connecting?”

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About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 104 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)