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Why Do Aged Leads Work?

By Troy Wilson
3 minute read
⚠️ Disclaimer: While every effort has been made to ensure that the information contained in this article is accurate, neither its authors nor Aged Lead Store accepts responsibility for any errors or omissions. The content of this article is for general information only, and is not intended to constitute or be relied upon as legal advice.

We have certainly discussed this before, but I want to take a little different angle on the topic this time. I recently received a marketing email from a lead management software vendor talking about the number of leads that go ignored in sales people’s pipelines. The number was enormous-they said 90%–I have seen objective research that puts it closer to 40-60%.

Regardless, this presents an incredible opportunity for you and your aged leads marketing strategy.  Assuming either of these big numbers is accurate it is no wonder customers are still willing to listen to you 30, 90, even 120 days after their initial inquiry. No one is talking to them.

Here are 5 simple steps to seizing this opportunity:

1. Create an aged lead script. It is worth putting some time into learning to introduce yourself to someone that has been dropped on the floor or whose needs have changed. I like to suggest an ear catching statistic-preferably one related to a change in the market or lending environment. This prevents the quick hangup while you are trying to spit out your name, which they won’t remember anyway, and it immediately explains your call.

2. Don’t lose track of them again. For heaven sakes manage your leads so you don’t drop them again. If you are going to work aged leads you should invest some of the savings from aged leads  into a good lead management system. If you lose them you will never get them back.


3. Reassure them along the way. You are certainly climbing a mountain in gaining these clients trust. However, if you keep them informed and reassure them of what the process is when you get that trust it will be locked. Coming through for a customer that has previously been disappointed can be a huge win for your sales pipeline.

4. Be hyper-responsive. Much like your strategy to reassure a customer of the process, your follow through is a trust builder. Try to be as responsive as possible. Immediately return calls and emails, even if you don’t have the answer yet.

5. Ask them for a referral. Don’t be shy. If you did a good job ask for that referral. They will want to repay you and are going to be interested in sending people they care about straight to you so those people can avoid getting put in the meat grinder they probably went through before you helped them.

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How to Use Aged Leads in Your Overall Sales and Marketing Plan
How to Use Aged Leads in Your Overall Sales and Marketing Plan
Learn how to increase lead flow, improve lead quality, and make more sales with help from Aged Lead Store.
Troy Wilson

About Troy Wilson

Troy is the CEO and founder of Aged Lead Store. He has been in the lead generation industry for over two decades. His blog posts focus on how to refine your sales process and get the most out of your insurance leads, mortgage leads, and solar leads.

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