Reviving Old Leads: Tips for Follow-Up Calls & Mailing Catalogs

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Discussion Overview

The thread discusses strategies for following up with old leads through phone calls and mailing catalogs. Participants share their experiences and thoughts on the effectiveness of these methods and the timing of follow-ups.

Discussion Character

  • Anecdotal
  • Opinion-based
  • Exploratory

Main Points Raised

  • One participant mentions having a pile of old leads and considers mailing a mini catalog followed by a call, questioning if this approach might be too pushy.
  • Another participant expresses support for the idea of mailing a catalog, stating it sounds like a great approach.
  • One participant emphasizes the importance of following up with a phone call after mailing a catalog, suggesting a staggered approach to manage the follow-ups effectively.
  • Several participants share a similar training experience, advocating for calling first to inform leads about the catalog being mailed, which could help ensure the catalog is not discarded.
  • One participant recounts a personal experience where a catalog was discarded because the recipient was unaware it was coming, highlighting the importance of communication.

Areas of Agreement / Disagreement

Participants generally agree on the importance of following up with a phone call after mailing catalogs, though there are varying opinions on the timing and approach to these communications.

Contextual Notes

The discussion reflects personal experiences and strategies shared by participants who are consultants, focusing on lead follow-up methods in their business practices.

Who May Find This Useful

Consultants looking for insights on effective follow-up strategies with leads may find this discussion relevant.

Rubelbj
Rubelbj
Gold Member
Messages
3
I have a bunch of old leads from fairs over the summer, I did follow up on them after, but they still sit in a pile and was wondering if I should try mailing a mini catalog to them. But then do I call them as a follow up of the mini. That would be the second time I called them from signing up for a free show at a fair.

Not sure if that would be to pushy. Any thoughts?

By the way there is over 200 people in this group.
 
Not too pushy, I would do it- I think it sounds like a great idea!
 
If you mail something without following up with a phone call, you might as well throw your money out the window (for the catalogs and the postage).

I don't think it would be too pushy to contact them again. To make sure you will follow through, spread it out a little each week. Mail 20 and call that bunch two weeks later. If you don't get through everyone before the NEW minis come out, you can start sending those.
 
We just had a training on this at our meeting. And it made sense...

Call FIRST...just saying "Hi, this is Suzie. I just wanted to let you know I mailed you a catalog so you could see some of our great new products! I'll be calling in a few days to make sure your receive it and to answer any questions you may have."

Then, when they get the cat, they'll be expecting it, and when they get the call, they'll know why!

HTH!
 
nikked said:
We just had a training on this at our meeting. And it made sense...

Call FIRST...just saying "Hi, this is Suzie. I just wanted to let you know I mailed you a catalog so you could see some of our great new products! I'll be calling in a few days to make sure your receive it and to answer any questions you may have."

Then, when they get the cat, they'll be expecting it, and when they get the call, they'll know why!

HTH!
Click to expand...

We had the same training. CMC (call-mail-call)

Yes let them know it's coming if not they may trash it. I left my SIL a catalog at her door one day but never told her about it. Then I called and asked if she got it and at first she said "no" and I was like "are you sure" then she said "Oh I must have thrown it away thinking it was junk". WHAT?? My own SIL.
 

Frequently Asked Questions

What are some effective tips for making follow-up calls to old leads?

When making follow-up calls to old leads, it's essential to be personable and genuine. Start by reminding them of your previous conversation and express your interest in their needs. Ask open-ended questions to gauge their current interest in Pampered Chef products. Be sure to listen actively and address any concerns they may have. Additionally, offer updates on new products or promotions that may interest them.

How often should I follow up with old leads?

It's generally a good practice to follow up with old leads every few months. However, the timing can vary based on the individual lead's previous engagement level. If they showed significant interest before, a follow-up every 1-2 months may be appropriate. For leads that were less engaged, a longer interval of 3-6 months might be more suitable. Always be mindful not to overwhelm them with too many communications.

What should I include in a mailing catalog to old leads?

Your mailing catalog should include a mix of new and popular products, seasonal items, and any special promotions or discounts. Personalize the catalog by including a handwritten note or a special offer for returning customers. Highlight bestsellers and customer favorites to entice them. Additionally, consider including recipes or tips that showcase how to use the products effectively.

How can I personalize my follow-up calls to make them more effective?

Personalization can significantly enhance the effectiveness of your follow-up calls. Start by reviewing any notes from previous interactions to recall specific interests or preferences of the lead. Use their name throughout the conversation and reference any past discussions. Tailor your product recommendations based on their previous interests, and ask about any changes in their needs or circumstances since your last conversation.

What should I do if a lead is unresponsive after multiple follow-ups?

If a lead remains unresponsive after multiple follow-ups, it may be time to reassess your approach. Consider sending a final, friendly message expressing that you’re available if they ever need assistance or have questions. You can also ask for feedback on why they haven’t engaged, which can provide valuable insights. If they still don’t respond, it’s best to give them space and revisit them in a few months, as circumstances may change.

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