What's in this article?
My goal in this article is to convince you to stop creating mountains of aged leads.
Stop investing in acquiring new leads, yet neglecting to invest in developing the systems and processes to stick with those customers through their entire buying process.
No email required. But, I’d love if you would share this post on Linkedin or Twitter 🙂Download
Internet Leads are a Major Investment
Generating online leads is hard and expensive.
Generating high quality online leads is even harder and even more expensive.
Converting those leads to sales and revenue is the hardest and most expensive.
The Truth About Internet Leads
And here is where the frustration often begins.
After paying all of that money you would expect getting a closed loan, sold home, insurance policy, case file, solar installation, software install, or closed deal on whatever you’re selling is a cinch. After all the consumer raise their hand and said, “Call me about doing a deal,” right?
Here is what is really going on.
First, and foremost: Consumers have gotten really comfortable filling out web forms and asking for information.
However, having said that, the research does show that 70% of the buyer’s journey is complete before the customer reaches out to sales (Sirius Decisions) – fills out the web form or make the inbound call.
Furthermore, 50% of leads are qualified… (Gleanster Research)
Here’s where the disconnect comes in.
Even though most of the journey is complete (they are committed to buying) and most of them are qualified, they’re not ready to buy.
63% of people requesting information will not purchase for at least three months and 20% will take more than 12 months to buy (Marketing Donut).
So, if you’re sales team is like most and 44% give up after one follow up (Scripted), or they only make 2 attempts to reach the prospect (Sirius Decisions), you’re leaving a ton of money on the table.
Reviving Aged Leads Can Be a Big Revenue Win
Given all of that effort and expense, it seems irresponsible to let the majority of leads go to waste, neglecting the customers and the investment.
In this book, you’ll learn to build lead nurturing systems. Systems that will prevent your leads from being neglected into the arms of your competitors.
Several years ago a good friend of mine called me and asked to meet for lunch.
In a little Thai restaurant, over an incredibly spicy Chicken Pad Thai, he confided in me that his investors were about to pull the plug on his startup. After nearly three years, laboring, and building his technology-driven platform startup the runway was being dramatically shortened. His investors were telling him to get profitable or fold up shop.
That triggered a flurry of questions, trying to figure out what we had to work with to generate some immediate cash.
We landed on a list of thousands of emails that we a part of registering for their freemium version of the product. Emails that we never emailed – aged leads!
We decided to make an offer to those free(loaders) 🙂
Our first email yielded $25,000 in cold hard cash. We turned that first email testing into a full-blown, 2-year lead nurturing program. On this platform, revenue from email alone quickly grew to $300,000 per month.
Learn more about how I use this same system to turn aged leads into immediate revenue.
Download the slides from my talk and an example multi-channel lead nurturing campaign, ready to implement and revive your aged leads.
What to try this strategy, but don’t have any aged leads. I buy mine from Aged Lead Store. This is also a great way to jumpstart a new book of business or lead generation vertical.