Interesting Infographics: What to Do When Leads Go Cold


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We’ve all been there. You’ve been talking to a prospect, things seem promising, and then all of a sudden you’re getting nothing but radio silence. You really thought that you had that sale, and now you’re left scratching your head and trying to figure out what went wrong. It happens all of the time, and it can be confusing and frustrating. That’s why I’d like to share this infographic from with you today. The handy flowchart may help you thaw some of your cold leads.

  • The first question to ask yourself is why you thought the lead was qualified to begin with. Maybe they filled out your lead generation form, or contacted you with a question. Maybe they are a frequent visitor to your site, or signed up for your newsletter.
  • If you have a good reason to believe the lead was qualified, then the next question is why it didn’t convert. Maybe they stopped communicating or maybe they wanted more time to research the market.
  • If they simply stopped interacting with you, it’s probably time to reevaluate your follow-up strategy. Maybe use a new communication medium or offer them some more personalized resources.
  • If they wanted more research, then you should try to see if you can change their mind. Offer up some statistics or more information about your product.
  • If they say they’re simply not ready to act at the time, then try both strategies.
  • If your efforts still haven’t worked, then that’s okay. It usually takes between 6-8 contacts (or more!) before a client will be willing to give you their business. Just maintain contact and don’t give up.

Hopefully this chart will help some of you work out the mysteries behind the loss of a lead. Do any of you have some different strategies to deal with cold leads? Let us know in the comments!

What to Do When Leads Go Cold Infographic

Republished with author's permission from original post.

Louis Foong
Louis Foong is the founder and CEO of The ALEA Group Inc., one of North America's most innovative B2B demand generation specialists. With more than three decades of experience in the field, Louis is a thought leader on trends, best practices and issues concerning marketing and lead generation. Louis' astute sense of marketing and sales along with a clear vision of the evolving lead generation landscape has proved beneficial to numerous organizations, both small and large.


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