Trying to reconnect with a once-promising client after a long silence can feel awkward. But you still may be able to salvage the relationship and renew their interest in moving forward again, writes Forbes.com columnist Heather R. Morgan, economist and the founder of Salesfolk. Morgan highlighted a few ways to accomplish this, including:
Offer up new information.
“Instead of wasting valuable space pointing out what we already know—that the conversation went silent—entice the other person back by highlighting something you know they will care about,” Morgan writes. “Maybe you have some new statistics that weren’t part of the conversation before.” Start with phrases like “I remember that you asked about …” If there is no new information to share, offer up new insights or advice specific to their situation or intended to ease any worries they previously expressed.
Mention their accomplishments.
Flattery will get you everywhere, Morgan notes. Use social media to see what’s going on in their life and find a way to strike up a conversation surrounding something new since you last spoke, like a job promotion or new baby. “Just be sure that your compliment sounds genuine and thoughtful,” Morgan says.
Apologize for any mistakes.
Morgan advises keeping it short and simple: “Sorry about the disconnect. I’d love to continue our conversation from last month. When do you have 10 minutes to catch up over the phone?”
“There’s a lot to gain with a potential customer once you’re willing to set aside … fear of rejection and reconnect with them,” Morgan writes. “That said, don’t assume you’re guaranteed another shot at a deal. … But an unsuccessful action is better than no action at all, and, in the end, you never know who or what that move might eventually lead to.”
Source: “How to Restart a Stagnant Sales Conversation With One Single Email,” Forbes.com (Aug. 31, 2017)
