The Advanced Selling Podcast
Right Under Your Nose
Jan 29, 2025
Discover why your best prospects might be right under your nose in your CRM. Learn how to revive old connections from your 'Closed Lost' and 'Inactive Client' lists. Re-engage with prospects you haven't contacted in months, as they may be ready to talk now. Explore the potential of past customers returning or becoming valuable referral sources. Transform overlooked leads into a goldmine of new opportunities!
11:55
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Quick takeaways
- Revisiting your 'Closed Lost' list from 6-12 months can uncover potential leads that are now ready to engage.
- Reconnecting with 'Inactive Clients' after a year can capitalize on past positive experiences, fostering both client re-engagement and referrals.
Deep dives
Uncovering Hidden Opportunities
A significant amount of sales potential resides in closed lost opportunities, which many salespeople often overlook. These opportunities represent previous prospects who expressed interest but ultimately did not convert into clients. By revisiting this list, salespeople can rediscover leads that may still be viable, as conditions and situations often change over time. The recommendation is to target closed lost opportunities that are around six to twelve months old, allowing for sufficient time for any initial awkwardness to dissipate and new developments to arise.
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