How to reconnect with prospects in January

Jan 12, 2022

January is the ideal time to get back in touch with prospects from last year. Here’s how to do it right and achieve positive results. Let’s find out more.

‘Yeah, I’m a bit busy right now. Can you call back in January?’ We’ve all heard this when we make sales calls in the run-up to the Christmas break. Well, now January is here, what are you going to do?

For several reasons, January is a great time to reconnect with prospects who have gone cold on you during the previous year. You have the opportunity to turn the situation around and create a positive outcome. In this article, we’ll show you five steps to get it right.

 

1 – Make the call, whatever you thought before

Let’s be honest; there’s every chance your prospect asked you to call back in January not because they actually wanted to speak to you in January, but rather that they weren’t interested in your product. However, there is a chance that the prospect was actually busy and really does want to speak to you in January. So, you have to make that call. The money is always in the follow-up.

On the other hand, even if the prospect was giving you an easy brush-off during your previous call, things may have changed between then and now. What if one of these happened?

  • Your prospects priorities have changed and they need a solution just like yours
  • They were going to go with one of your competitors, but the deal has fallen through
  • They’ve been doing their own research or have heard a recommendation from their network that your solution is the way forward for them

If any of those things have happened (or any other reason), they’ll actually be grateful to hear from you. Now, you have a chance. Pick up the phone and find out.

 

2 – Let your prospect know you’re thinking about them

Even though it’s technically a follow-up call, try to treat it as if you were speaking to a new prospect for the first time. Go through your usual research process, identify their pain points and look for a way to position your product as the solution. 

Once you’re on the call, explain that you’re calling them in January as requested. If they said they were busy before, use it as a point of conversation. Perhaps your solution could help them out during next December’s busy period?

Use the call as a way to stand out from your competitors. There’s every chance that if they were asked to call back in January, they took it as a brush-off and didn’t bother.

 

3 – Have a conversation

I don’t need to tell you how to have an introductory conversation with your prospects. You already know the drill. However, in January, there are a few differences you can use to your advantage.

The start of the year is often a time when businesses set out their plans for the next twelve months. Your prospect could have new priorities for the year, increased budgets, new hires to make and much more. Your call is your opportunity to find out where the land lies for the rest of the year and position your product in the right way to help them succeed.

Don’t go in immediately with the hard sell, even though you’ll be excited to finally reconnect with your prospect. Instead, steer the conversation towards their plans for the year. Find out how their business is changing compared to the year before. Use their answers to help you explain your product.

 

4 – Mix it up

Remember that while the phone is the most effective way to reach out to prospects, it’s by no means the only weapon in your arsenal. If you’re having no luck getting through on the phone, you can always try email, voice message, social media, video message or anything else you can think of.

Sales engagement tools are there to help you reach out more effectively. For example, you can use email sequence to educate your prospects and warm them up before you speak to them, making them more receptive to your message. Then, once it’s time to make the call, sales engagement tools can help you make faster, more insightful calls.

 

5 – Don’t give up

Remember that, on average, it takes eight calls before you reach a decision-maker. So, don’t give up after the first go. As the old saying goes, the fortune is in the follow-up. 

However, you may find yourself in a situation where you can’t connect with your prospect no matter how hard you try. If this happens, try to find a way around them. Who else at the organisation could you talk to instead?

If the prospect has gone well and truly cold, don’t be afraid to take them off your list. Your time is valuable; only spend it trying to contact people who are likely to buy. 

Good luck!

 

Find out more from SaaSLeads

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Jack Vesztrocy

Jack is an SDR here at SaaSLeads.

During his time with us he has displayed how quickly he learns, as well as his ability to exceed targets and excel in all things sales.

Jack has a Bachelor of Science – business and management degree from Aston University and has A Levels in Biology, Business Studies and French, which we are sure will come in handy if he needs to finalise deals in French.

Outside of the world of sales, Jack has experience in marketing and was previously a Marketing Assistant. He has also completed a social media and PR internship.

You can find Jack on LinkedIn here, where he showcases his social media skills.

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