What to do with the leads that go quiet
The pipeline most installers never work is the one already sitting in their CRM marked 'no answer'.
For sales managers sitting on months of unconverted enquiries
Every buyer we work with is sitting on a list of enquiries that went nowhere. Most treat it as waste. Some of it is, but a meaningful part of it is people whose timing was wrong, and timing changes.
Separate three groups first
They need completely different handling, and merging them is why most reactivation attempts fail.
| Group | What happened | What to do |
|---|---|---|
| Never contacted | Attempts made, no conversation | Rework — different times, different channel |
| Spoke, timing wrong | Real conversation, not now | Dated follow-up matched to their timeframe |
| Spoke, said no | Declined, or chose someone else | Leave alone unless they said otherwise |
Check your basis before you rework
The consent that let you call in March does not necessarily support a marketing call the following January. Consent given for a specific enquiry has a natural shelf life, and it is shorter than most people assume.
If in doubt, do not ring — and note that this is exactly why the consent wording, timestamp and source should be stored with the lead rather than discarded on import. Without them you cannot make this judgement at all.
The never-contacted group is the best of them
These people asked for a quote and then nobody ever spoke to them. They may well still want the work, and they have no negative experience of your firm because they have no experience of it.
- Try a different time of day from every previous attempt
- Try a different channel where consent covers it
- Lead with the original enquiry, not with an offer
- Cap it: two further attempts, then close permanently
The timing group needs a reason to hear from you
'Just checking in' is the least effective sentence in sales. If someone told you they were doing it after Christmas, contact them in January with something specific: the thing that has changed, the availability you have, the survey slot you can hold.
“They did not go quiet because they forgot. They went quiet because nothing you sent afterwards was worth replying to.”
How often to run it
Quarterly is plenty. A reactivation pass is a low-yield, low-cost activity, and running it monthly turns it into pestering while producing little extra.
Measure it like any other source: cost per appointment, not volume of calls. If a quarterly pass over 400 dormant records produces six appointments for a day of calling, that compares favourably with almost anything you could buy — and it costs you nothing but the time.
Dan Reeves
Head of Buyer Accounts
Dan runs buyer accounts at Lead Magnet Group and spends most of his week on the phone to sales directors working out what a lead is worth to them. He writes the pieces on lead economics and buying terms.
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