How many agencies out there struggle to generate new leads? There may be no need to look any further. I find most agencies have a huge untapped lead source right under their nose. Calling lost and unsold business is a great way to boost your new business sales. As an added bonus, these leads can be pre-qualified by looking at their history.
In order to call these great leads you need a proactive process, one that is tracked and monitored to make sure each person is making their outbound calls in a timely fashion. I see agencies fail at this process when the agency management just assumes the team is doing it. Instead there needs to be a well outlined plan of attack that includes:
- Nurturing emails to go out throughout the year
- 3 phone calls
- 1 letter with a quote to the business
- Tracking that shows who to call and when
By doing this you can help recycle your marketing and increase your new business numbers.
