VP of Demand Generation & Marketing at Thrive Internet Marketing Agency
Answered a year ago
Sending a personalized video message can be surprisingly effective in re-engaging unresponsive prospects. It's a tactic that stands out in a sea of follow-up emails and voicemails. For example, I once had a prospect who went silent after our initial meeting. Instead of sending another generic email, I recorded a 60-second video where I addressed them by name, briefly recapped our last conversation, and shared a recent case study relevant to their specific challenges. I kept it casual, even including a bit of humor about my amateur video production skills. The response was immediate. The prospect replied within an hour, apologizing for the delay and expressing appreciation for the effort I put into the follow-up. They mentioned that the video made them feel like more than just another lead in our CRM. This approach has helped us revive about 25% of our stalled conversations. It works because it's unexpected and shows a level of effort that goes beyond the standard follow-up practices. Sometimes you need to be willing to step out of your comfort zone to get the prospect's attention. Just keep it brief, relevant, and authentic.
After chasing a prospect for a year-something my bosses found amusing as they teased me for obsessively pursuing that one client-I eventually broke through. One of the ways I kept their interest was by consistently sharing relevant updates, trends, and subtle messaging that aligned with their needs. In the end, it became one of the biggest contracts we had ever secured at that time. As our sales team grew, we formalized a follow-up process that focused on non-aggressive tactics and creative subject lines. We also implemented a graded qualification system, factoring in project size and the prospect's demonstrated intent, ensuring that we targeted only the most promising leads. This approach led to more consistent, meaningful engagement, even with those we didn't close. In many cases, maintaining occasional contact resulted in new opportunities later on. At the end of the day, a prospect is unresponsive either because they didn't receive your communication, weren't impressed, or lacked the time or budget. By filtering out those who weren't the right fit, we were able to focus on those who mattered most-and they're the ones who make all the difference.
Offering a mini-audit of a prospect's current strategies can be a powerful way to re-engage them. This approach positions you as a valuable resource rather than just another salesperson. Start with a concise and clear promise: a brief, no-obligation analysis that identifies potential gaps or inefficiencies in their current methods. When reaching out, tailor your pitch to highlight specific areas you've researched or know are common pain points in their industry. This not only demonstrates your expertise but proves that you genuinely understand their challenges. In conducting the mini-audit, focus on actionable insights rather than merely identifying problems. Highlight specific tools or strategies they're using, and provide a clear comparison to industry benchmarks or best practices. Utilize a framework like SWOT (Strengths, Weaknesses, Opportunities, Threats) to make your feedback straightforward and impactful. By offering insights that the prospect can use immediately, you increase the chance they'll engage with you again, opening the door for a deeper collaboration. This method doesn't just rekindle communication; it builds trust and positions you as a partner invested in their success.
It's a bummer when this happens, but trust me, it happens to everyone. I like to call this the "adulthood moment" in a salesperson's journey. Once you realize that planning is way more effective than just hoping for the best, you'll start seeing real success. The best way to handle these situations is to plan ahead. If you've been in sales for a while, you know this isn't a one-time thing-it's bound to happen again. So, why not be ready for it? When you're chatting with a potential client, it's absolutely okay to bring this up early on. You might say something like, "We're really excited about the chance to work with you and design a custom marketing strategy that would get you from point A to point B. Just so you know, our team will need a few weeks to get everything ready. Since we're investing time and resources into this, we want to make sure it's a good fit for both sides. We hope to win your business, but if it doesn't work out, we'd love to keep in touch! I value my relationships, whether we end up doing business together. How about we agree to stay connected? You'll hear from me every few months and get our quarterly updates." Feel free to tweak that to match your style. If someone "goes dark" in the middle of the sales process, it can feel frustrating. I'd start by leaving a simple voicemail once a week for the next few weeks. Then have someone else from your company reach out with a message like, "Hi, I'm calling about John-can you give me a call back at...?" For some reason, people tend to return those calls! Next, I'd try emailing. Let them know your company invested a certain amount in the project and that management requires a debrief. You could say something like: "It looks like you've decided to hold off on this project. Seems like we might have dropped the ball here. Would you be open to providing some feedback, so we can better serve you should a need arise in the future?" If you frame it right, people are often happy to help out when they don't feel pressured. When you do get that conversation going, have a few good questions ready. This way, you can also set them up for occasional check-ins from you down the line-just to share insights or trends that might be helpful.
Don't just send another "following up" email when a prospect goes dark. Instead, change the conversation. Implement a different approach to your conversation. Send them something unexpected to demonstrate that you're not just after their business but also providing value, such as a short, tailored video or a brief letter with fresh thoughts relevant to their problems. Humor can also be used to break the ice. A playful remark addressing their radio silence, such as "I hope aliens haven't abducted you!" might just catch their attention. Finally, change your angle. Offer a free resource, a fresh viewpoint, or even a recommendation that shows you as a partner rather than just another salesperson eager to request a meeting.
One tactic I have used is to send them a treat with your contact information. Clients get busy and may get behind on emails and calls. Sending someone a box of cookies or breakfast tacos on a Friday could be the pick-me-up they needed for that day and it will remind them that you are awaiting a reply. Sometimes as sales experts, we forget about the human touch aspect. Making their day will make you memorable and will be a friendly nudge to get a response.
In my experience, leveraging AI-driven tools like the Genius CRM can be crucial for getting unresponsive prospects to engage again. AI can analyze previous interactions and determine the optimal time to reach out, as well as personalize your messages based on the prospect's behavior and preferences. This targeted approach has shown to increase response rates by refining how we reconnect with potential clients. Take, for example, Brooks Electrical Solutions. They were struggling with maintaining customer interaction amidst stiff competition. By using our AI-powered strategies, specifically custom follow-ups through automated channels, they re-engaged dormant clients and saw a noticeable boost in leads, doubling their local market presence without even running ads. Another tactic is offering something of value in your outreach. This worked wonders with Drainflow Plumbing, where a strategic email campaign incorporating exclusive discounts grabbed attention and led to a surge in customer engagement. It's about reigniting interest by addressing their needs and subtly reminding them of the value you offer.
A good way to bring back an unresponsive prospect is to send a follow-up that is tailored to their specific needs, rather than just a follow-up. Rather than reiterating what has been said in the past, float something reaching their areas of concern or other relevant insights that will be of help to them. This could be an appropriate case study, an up-to-date new trend in their field, or an answer to a problem that you know they have. A third technique is to attempt to solicit opinions instead of attempting a sale. All you need to do is tell them there is something that you could have improved or that probably the time was not convenient. This tends to make them less defensive and starts the interaction. Last but not least, use another method of communication--- do not just email, but if you have been calling or texting them, use LinkedIn. The use of different approaches can make them sit up and break the silence of their endless non-responsiveness. While aiming to provide value, showing real engagement, and changing how you do things, you stand a better chance of bringing them back to paying attention.
One tactic that works well for re-engaging an unresponsive prospect is to offer help before trying to sell. Instead of pushing your product or service again, reach out with the intent to assist them with something specific related to your offering. For example, if you're selling online ads, instead of just following up with, "Are you still interested in our ads package?" you can offer help by saying, "I know setting up online ads can sometimes be tricky. Do you have any questions about how it works, or would you like some guidance on the setup process?" This approach shifts the conversation from being sales-focused to customer-focused. You're demonstrating value upfront by offering expertise, which can lower their defenses and create a more open dialogue. Often, prospects go silent because they feel overwhelmed, unsure, or not ready to commit. By positioning yourself as someone who can help them solve a problem or clarify their concerns, you make it easier for them to re-engage without feeling pressured. Once you've offered assistance and started a conversation, you can naturally transition back to your offering. But the key is to prioritize providing value first. This builds trust and positions you as an expert they can rely on, which increases the likelihood of them considering your product or service when they are ready to move forward. My advice is to always lead with value and offer genuine help before trying to sell again. It can reignite a stalled conversation and turn a previously unresponsive prospect into a warm lead who is more open to discussing your solution.
If a prospect is being non-responsive, I've found sending them value-driven content can be beneficial. This can be as simple as sharing something like a relevant article, industry insights, or a case study. I've found that by doing this, I position myself more as a helpful resource and knowledgeable partner who understands their business needs and challenges, rather than simply pushing products. I feel that this approach keeps the conversation open and builds trust.
One tactic I've found highly effective in re-engaging unresponsive prospects is to focus on personalized, value-driven messaging. For example, when approaching business owners who weren't initially interested in a coach, I researched their specific challenges and sent them case studies of similar businesses I'd helped. Instead of pitching my services, I showed how I could address their pain points, making the conversation directly relevant to their needs. One owner who ignored my initial outreach changed his mind after I shared how I helped a similar business increase output by 25%. This approach got him to agree to a call, where I offered immediate, actionable advice, building trust. From there, he became a long-term client, and we worked together to scale his business successfully.
It's going to sound so simple and yet the vast majority of sales emails I receive do not do this, and I have thousands of emails from our agency and clients which prove that it works so well. Set a deadline. If a prospect does not reply on your first or second email, then they typically don't plan to reply. Sometimes this means they're not interested (at least not yet), and at other times they just don't feel the need to reply. Next time you follow up, simply set a deadline. Don't just say "Let me know" but instead ask "Can you let me know by Wednesday?". Be specific. This creates some urgency - if they're interested, then they know that they should reply by that day. And if not, they will still feel more inclined to reply and let you know because subconsciously setting a date makes it more real.
Following are my top tips. Invite Them to an Event: Sometimes, prospects get stuck in decision-making mode. I recommend breaking the cycle by inviting them to a free webinar, networking event, or workshop. This offers value and provides an informal environment for you to reconnect without directly selling. It also gives you the chance to show your industry knowledge and build trust with the prospect. Create Urgency: I have found it very effective to create time-sensitive offers like discounts, limited-time features, or early access to something valuable. This can spark action and push them to respond before they miss out on a beneficial opportunity. For instance, you could offer a free consultation or demo for a limited time period.
In my experience, the key to re-engaging an unresponsive prospect lies in creating an unexpected, personal connection rather than following the typical playbook. One approach that has consistently worked for me is sending a personalized video message. Most salespeople rely on emails or LinkedIn messages, but taking the time to record a quick, targeted video been a game-changer for me. Prospects are often caught off guard in a positive way because they rarely receive such direct, personal outreach. It shows them I'm willing to invest in the relationship, which breaks through the usual sales noise. Another tactic I've found effective is referencing a recent event or industry development they might care about, tying it back to our previous conversations. This isn't about generic value-it's about showing that I'm thinking of their specific needs, and that I'm someone who understands the nuances of their business. This combination of personal touch and relevance has led to responses where other methods have failed.
Customized Follow-Up: Send a follow-up message that is highly personalized and talks about something specific about the client or their business instead of sending a generic message. Show that you know what they want and how your product or service can meet those needs. Add New Value: Include something of value in your outreach, like a case study, an article that is relevant, or an inside look at the business. Bringing up something useful can get their attention again and help them remember why your answer is important. Use More Than One Channel: It's possible that emails aren't working. If that happens, try calling, sending a LinkedIn message, or even writing a note by hand. Changing the way you talk to someone can sometimes get a reaction.
When a prospect goes quiet, revisiting past interactions can be the spark to reignite the conversation. At PinProsPlus, we might follow up by referencing a previous custom pin project they were excited about or sharing a fresh design idea based on their last order. These personal touches remind them we're not just chasing a sale; we're paying attention to what matters to them. It's a way of saying, "We remember you," which often brings them back to the table.
I believe sharing valuable industry insights can really help reconnect with unresponsive prospects. At Lusha, we've had great results with this approach. For example, I recently sent a personalized email to a prospect with a report on sales automation trends, explaining how they could benefit their business. The prospect responded quickly, leading to a meeting and eventually a sale. By offering useful information, we position ourselves as helpfull advisors, which builds trust and gets conversations going again with even the most silent prospects.
We use a tailored approach to re-engage unresponsive prospects by sending at least four follow-up emails, each offering something different. We don't stick to a one-size-fits-all timing; our follow-up schedules are customized based on the prospect's region, as we've found that certain timings work better in different areas. In the sales team, we also differentiate the communication channels and reach out through phone calls, social media, or email based on the prospects, but of course we consider the timing and frequency of each touchpoint so as not to overwhelm the prospect. Additionally, we personalize the content of each email based on the prospect's profession, ensuring every follow-up includes relevant, added value. For example, one follow-up might provide a customer story, while another could highlight specific product benefits tailored to their role or market. By doing this, you're giving them something meaningful without asking for anything in return, which often prompts them to re-engage. Another effective tactic is to change the tone of your outreach. If several attempts to reconnect have gone unanswered, consider simplifying your message. Rather than asking for a meeting or call, send a brief, focused question that invites a quick response. This subtle shift can make it easier for the prospect to reply, and shows that you're paying attention to their needs and timing.
One of the most difficult things a sales professional can encounter is trying to engage an unresponsive prospect. When your emails and calls go unanswered, it can be disheartening and irritating and can feel like you've run out of choices. Nonetheless, there are strategies you may employ to pique a cold prospect's curiosity and persuade them to contact you once more. Personalizing your approach is the first step towards persuading an unresponsive prospect to talk to you again. Spend some time learning about the prospect's wants and problem areas by researching both the business and the individual. Make use of this information to personalize your correspondence and demonstrate to them that you are aware of their unique difficulties. They'll be more inclined to reply to you as a result. Prospects may occasionally stop responding because they don't think your offer is valuable. Provide them with something of value to get them to interact with you once more. This might offer a trial term, a free demo, or insightful information about the sector. You have a better chance of grabbing their attention and getting a response if you provide something of value to them. Try calling the prospect instead of emailing them if you have been attempting to connect with them via email. Communication preferences vary across people, so it's better to use a variety of channels to boost your chances of receiving a response. Aside from that, changing the channel can help your message stand out and attract their attention. It's possible that prospects will stop replying to your messages because they don't understand the urgency of doing so. Create a sense of urgency by emphasizing the advantages of your offer and the reasons they should act right away to counter this. They may be inspired to react and proceed as a result. It's crucial to keep in mind that it could take some time to hear back from a non-responsive prospect. Never give up after making one or two tries. Continue reaching out on a recurrent basis, employing new strategies each time. Even though it can take multiple follow-ups to get a response from the prospect, perseverance can eventually pay off.
Asking for feedback can be a powerful re-engagement tool. Instead of continuing to push for a sale, I might ask the prospect for their thoughts on something I sent earlier or inquire about what's holding them back from moving forward. Framing the question as a request for their input helps lower the pressure and often leads to insights about how I can better meet their needs.