Today you could have an enthusiastic conversation with a prospect, see genuine interest, and then—silence. But rather than letting this be the end of your story, there are proven strategies that top sales professionals use to revive interest, rekindle conversations, and even close deals. Here, we’ll dive into six expert-backed strategies for re-engaging unresponsive prospects and explore HubSpot tools that can help you execute these methods effectively.
1. Share Relevant Updates Regularly
Keeping the door open by sharing valuable updates can work wonders, even if you don’t get an immediate response.
A steady flow of industry updates or insights can maintain top-of-mind awareness with prospects, subtly reminding them that you’re there to help when they’re ready. With HubSpot’s Workflows feature, you can automate sending these relevant updates at the right intervals, using custom email sequences and dynamic lists to ensure every update matches your prospect’s interests.
2. Offer a Mini-Audit or Personalized Analysis
Sometimes, providing a mini-audit or brief analysis can be the spark to revive an unresponsive conversation. Shannon Smith O’Connell of Reclaim247 shares that offering a mini-audit on a prospect’s strategy can highlight gaps in their process and position you as a helpful partner instead of just another salesperson.
HubSpot’s Prospecting Tool is an excellent resource to gather initial insights about a prospect’s company and industry, allowing you to customize your mini-audit to address specific issues they might be facing. Plus, by using HubSpot’s Email Templates, you can send personalized analysis offers with clear explanations of how your audit could make a difference.
Tip: Use a framework like SWOT (Strengths, Weaknesses, Opportunities, Threats) in your analysis for a straightforward, impactful presentation. Prospects often appreciate concrete insights that they can act on immediately.
3. Send a Personalized “Breakup” Email
It may sound counterintuitive, but sending a gentle, personalized “breakup” email can sometimes reawaken a prospect’s interest.
A breakup email should be friendly, respectful, and clear, letting the prospect know you understand they may be too busy or uninterested. HubSpot’s Sequences tool makes it easy to set up a series of follow-up emails that can lead to a final “breakup” email. You can track opens, clicks, and responses to know if this tactic is working, and refine your approach based on real-time data.
4. Send a Personalized Video Message
Video messages add a personal touch that cuts through the clutter of traditional follow-ups. A study explains how a simple, personalized video message helped to re-engage a prospect who had gone silent after an initial meeting.
Using HubSpot’s Video Integration with Vidyard, you can record quick, personalized videos for each prospect without leaving the HubSpot CRM. A personalized video not only shows you’re willing to go the extra mile, but it also adds a face to your name, building a sense of familiarity. According to a HubSpot study, personalized video emails can increase click-through rates by up to 300%.
5. Share Competitive Intelligence
Appeal to your prospect’s curiosity by providing insights into how their competitors are approaching industry challenges.
With HubSpot’s Custom Reports and Sales Dashboard, you can curate valuable data insights into industry trends and competitor benchmarks. Sharing competitive intelligence can give your prospect a reason to reconnect, especially if they’re keen on staying competitive.
6. Send Useful, Non-Sales-Driven Content
Sometimes the best way to reconnect is by offering something valuable without expecting anything in return.
HubSpot’s Social Media Tools allow you to monitor industry-related content that you can pass along to your prospects, supporting lead generation efforts. Additionally, with the Sales Hub’s Notes feature, you can track each prospect’s interests and preferences, making it easier to send relevant, personalized resources that align with their goals and encourage continued engagement.
Why These Tactics Work: The Psychology of Re-Engagement
In sales, understanding the psychology behind why prospects go silent can be as important as the outreach itself. According to a HubSpot survey, 44% of salespeople say that re-engaging prospects is one of their biggest challenges. Prospects often go dark due to information overload, decision fatigue, or shifting priorities. By using a variety of re-engagement tactics that cater to their needs, interests, and curiosities, you can help overcome these obstacles.
Crafting a Lasting Impression with HubSpot Tools
The road to re-engagement can be challenging, but it’s not impossible. By utilizing HubSpot’s array of tools—from Workflows to Vidyard Integrations—you can execute each of these strategies effectively, optimizing your process based on insights and data every step of the way. Remember, a lost conversation doesn’t mean a lost cause. Sometimes, all it takes is a little creativity, persistence, and the right tools to rekindle interest and convert an unresponsive prospect into a valuable client.
Every fizzle doesn’t need to be the end. Armed with these expert strategies and HubSpot’s support, you can turn those quiet leads into clients ready to engage, invest, and grow alongside you.
