Home | Our Blog | A Five-Step Guide to Revisiting and Reengaging Old Solar Leads

August 1, 2019 | By RGR Marketing Blog

Working Through Taking a Second (or Third) Crack at Old Leads

Purchasing and/or generating fresh leads on an ongoing basis is a solid part of the sales process in solar and other industries. Further, keeping the pipeline full is a necessary function of the marketing team, but not all sales come from fresh leads. In the end, there are very likely old solar leads that are worth revisiting for a number of potential reasons.

Sales, like many other challenging pursuits, can appear to be deceptively simple. So simple that the hard work that goes into being successful in sales is often a mystery to those outside the profession. Selling solar power systems is much like selling anything else – sales is sales is sales, after all. In this post, we’ll walk you a five-step process for working old solar leads effectively to generate new sales.

Step One - The Work You’ve Done (or Should Have Done) Before

If you’re anything like most successful salespeople, then you already know that for a contact or lead to be worth reengaging with, you must have done the work of getting to know who they are. You also need to know what is bringing them to solar in advance of contacting them the first time around.

If, on the other hand, you are the scattershot type of ineffectual salesperson, the type who sends impersonal emails to hundreds of contacts hoping to get a response that will get a conversation going eventually, then you probably aren’t reading a post like this in the first place.

In other words – for step one, do the legwork, record your findings regarding the lead, and you will have an idea of how to engage the second time around. You may even have a reason for doing so other than the obvious (trying to sell them again).

Step Two - Covering Your Bases (Again) Before Reaching Out (Again)

Just because you did the work of getting to know a bit about your prospect the last time around doesn’t mean that you can make assumptions about where they are in the buying process, or even that they’re still at all interested in going solar.

Take the time to check in with their social media presence and get a feel for where they are now. But don’t reach out directly through social media (unless that was your only point of contact previously). Many people still find being approached through social media off-putting.

Step Three - Dip Your Toe Into the Conversation

Many salespeople, even successful ones, make the mistake of reengaging with prior leads as if they’re picking up the developed conversation where it left off. Reaching out without throwing your entire pitch at them right off the bat is typically a better tactic. Your prospects value authenticity and will respond negatively if they feel that you aren’t communicating with them from a real place of interest.

Reaching out with content is generally a good idea. Or you can always try something simple like: “It’s been a while and I was wondering how you’re doing.”

Step Four - Talk Over What Has Transpired Since You Last Spoke

Once contact is made and reciprocated, it can be tempting to launch right into your pitch again. But don’t.

Take the time for pleasantries, while keeping a weather eye out for pain points that may have developed over the ensuing time since you last spoke – pain points that you can leverage once it’s time to pick up the sales process once again.

Step Five - Segue Into the Pitch by Talking About Developments

Developments in clean energy policy, climate change, your company, the industry, and your offerings, all represent great ways to segue into the sales process again. But remember: sincerity and authenticity still count for a lot! Your segue must appear to be an organic part of an ongoing conversation, and not an abrupt switch to sales speech.

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Working Through Taking a Second (or Third) Crack at Old Leads

Step One - The Work You’ve Done (or Should Have Done) Before

Step Two - Covering Your Bases (Again) Before Reaching Out (Again)

Step Three - Dip Your Toe Into the Conversation

Step Four - Talk Over What Has Transpired Since You Last Spoke

Step Five - Segue Into the Pitch by Talking About Developments

Start making more
money today!

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Working Through Taking a Second (or Third) Crack at Old Leads

Step One - The Work You’ve Done (or Should Have Done) Before

Step Two - Covering Your Bases (Again) Before Reaching Out (Again)

Step Three - Dip Your Toe Into the Conversation

Step Four - Talk Over What Has Transpired Since You Last Spoke

Step Five - Segue Into the Pitch by Talking About Developments

Start making more money today!

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