So, your company just bought 10,000 aged leads. Just looking at the huge data base feels overwhelming. How are you supposed to get in touch with, nurture, and win sales from all of these people?
First, relax. No one is expecting you to make 10,000 calls on your own. You will have access to auto dialers and auto responder programs that can do a large portion of the work for you. Which step should you take first? There are at least three promising ways to contact and maximize the aged sales leads.
Try Cold Calling
Use an auto dialer to reach out to your aged Internet leads. If the lead answers the phone, the call will automatically be routed to the appropriate member of the sales team. If the lead doesn’t answer, the lead is usually passed on to an auto responder program.
There is one cautionary step you should take when cold calling aged leads. If the leads are 90 days old or older, and if they appear on the national do not call list, your company could get into a lot of trouble for attempting a phone contact. Make sure that leads that have aged longer than three months are carefully “scrubbed” against the DNC list or find another way to contact them.
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Send E-Mail to Leads
Computer technology has made it easy to send out thousands of messages at a time. You can use e-mail to remind the leads that they had once requested insurance information and you would like to help them. Design your email so that the lead can “opt in” to receiving further contact from your company by clicking on a big red or orange button. As part of good customer service, it’s equally important that your lead has an easy button to click that will stop any further calls. If you use this method, it can take less than a day to separate the prospects that are still interested from the ones who don’t want further contact.
Try a Snail Mail Campaign
Snail mail has developed a pretty bad reputation over the years, but it’s not a bad marketing tool. This is especially true since people don’t get as much sales mail as they used to, and a well-designed card or a letter with a compelling pitch just might when you a second look. End your letter or post card with the same type of call to action that you would use in an email. For instance, you might have the prospect call if they still want to discuss insurance needs or ask them to visit your website and sign up for a free newsletter.
Don’t be overwhelmed if your company buys a large volume of aged leads. There are follow-up methods that can maximize the responses without over-taxing the sales staff.