We are now entering spooky season, so what better to challenge yourself to take the steps to build your agent business that seem a little scary?
So take the leap, gather your cauldron and potions, and let’s brew up a plan to revive those ghostly leads!
What is a “dead lead”?
A dead lead is a qualified lead that dropped off a while ago. It could have been weeks, months, or years, but a lot of these leads still have a ton of value.
Maybe it was the timing or not the right fit at that moment, but just like Zombies, these leads can be brought back to life!
Reach out to your dead leads with something that is valuable to them
Zombies can be scary, but reaching back out to “dead leads” can be even scarier.
All you need is a little bit of follow up, but make sure you’re putting their needs first. Follow up with dead leads with something that would be valuable or helpful to them.
Maybe it’s the state of your local market. It could be new listings that you know they would like based on their previous specifications. Perhaps it’s an email full of tips for finding a new home. It’s up to you! No one knows your leads better than you do, dead or alive. Whatever it is, don’t be too pushy. This is a sensitive relationship that needs a sensitive touch.
Rather than “Hi here is something I thought you’d like, let’s work together again” lead more towards “Hey, this is something I thought you’d like, hope all is well.”
When they’re ready to work with you again, they’ll let you know.
How to reach your dead leads
Your leads may be dead, but their email and phone numbers are likely still very much alive. You have your content or message, but what’s the best way to reach them?
It can be an email campaign to many, or a one-on-one texting/video campaign for each lead. If you’re going the one-on-one route, you can personalize it to their needs or a conversation you had. For cold outreach, email is great because you can reach many people with one message or piece of valuable content.
Tools to help you reach your dead leads
Now that you know what you want to say and how you want to say it, you should use the tools available to you!
LionDesk has mass emailing and segmentation capabilities. To scale this effort, you could segment your leads into categories based on interest, how cold they are, etc. and send mass messages that are still specific to their particular segment. That way, you’re multiplying your efforts, so all you have to do is build it, send it, and wait.
You can also create texting templates in LionDesk if you prefer a texting or video campaign so you can just click and go rather than texting a bunch of people one-by-one. LionDesk also has contact tracking capability, so you can see what you sent them and when all on one contact record.
Build a winback campaign to use time and time again
Work smarter, not harder, especially with dead leads. It can really be a numbers game. If you want extra credit, build a winback campaign. Rather than a single one-off email, this could be a marketing campaign that you use time and time again to warm leads back up after inactivity.
Build it this month, then put leads into it after 6 months of inactivity. You’d be surprised at how much money you could be leaving on the table by accepting dead leads as fully dead. Chances are, many can be resuscitated.
Be brave! Why not?
Put out feelers. Worse case, they stay dead and you’re no worse off than you were before. Best case, they come back to life and become a client or send referrals your way! What do you have to lose?
Don’t Have LionDesk? Try free!
Much of this article mentions LionDesk, if you’re already a user, fantastic! If not, you can try out LionDesk free for 14 days here.
14 days should be plenty of time to build out and send these emails, so try it out and see what you think in the context of this challenge! We believe in you.
