A standard telemarketing routine is to mark of a business contact off your list once they’ve explicitly desired no further business with your company. It’s painful but it just happens.
A good question to ask yourself though is, will that “no” stay “no” for just about forever?
Is it entirely possible that a prospect would cease all contact with your business only to come back perusing your content and talking with your telemarketers to start afresh? Short answer:
So what’s the obvious complications underlying this? Here’s a way to simplify it using the ever so popular Pokemon franchise.
Are you aware that there are not just many different kinds of Pokemon fans but they evolve very much like the little pocket critters? Dorkly does. Not only that, you’ll find one that particular type really relates to the topic of seeing a former prospect or customer suddenly coming back for more: The Relapsed Fan.
You could already see it on the guy’s face. This kind of man is Mr. In-Denial. This is the person who was only ever reluctant to consider your product/solution/service but has the genuine need that defines all your qualified prospects.
Dealing with these types of customers can be frustrating because they’re always so on-and-off. Just when you think they’ve committed, they just considered you another overhead in their budget and say no again. There’s no tying them down but they keep coming back unpredictably and demand to be served. Is there are a better way to handle this without the cost of your marketers sanity?
- Have a graveyard section in your database – Dead leads tend to get tossed out but they shouldn’t be completely forgotten. Have a portion of your contact database dedicated to holding really old, dead clients. It can serve as an archive to make sure every ‘new’ customer doesn’t turn out to match a very old profile.
- Be prepared to compile long histories – Despite their inconsistency, they do have a history with your company that’s as long as your most loyal customers. It’s just that theirs is filled with really long gaps you have to fill before they break off and start saying now again.
- Add as much as you can with each engagement – Sometimes even the relapsed prospect would be the ones to admit to doing business before. That means they’re not all averse to disclosing their reasons to stop. For every moment you get to engage, do your best to figure out what keeps going wrong. It’ll be hard to ask them again if they start saying no for yet ‘another’ reason.
Sometimes there’s no stopping a prospect from saying no and perhaps there are even those who will forever have something to complain about, cut you off, but then ask to do business again. These aren’t your best customers that’s for sure. But when you could do with worse, you might as well like how their no doesn’t stay no for long right?