The fact that a prospect rejects you once doesn't mean that they will reject you forever. This is why you should always be professional when a prospect refuses your offer and you should give them your contact information and leave the road back to each other unblocked. These clients who rejected you once, or clients who used to cooperate with you but later left your company, can be a great source of leads for your new sales efforts. How can you address these potential clients effectively and exploit their potential to maximum? Here are three tips.
Use your CRM system and the information and notes you wrote down about the client
If you decide to address someone who rejected you in the past, you must definitely come in with a personalized offer which has been tailor-made to suit the prospect. You have to adjust your offer so that it fits the specific needs and priorities of the customer perfectly. In order to do that, you must have enough information and data about the client from the time you talked to them before. This is why you must pay attention to the precision with which you get and keep the information about clients for the future use, even if the prospect rejects you.
Give a reason or new information that justifies why you are getting back to them
INC.com states that if you approach clients that have rejected you, you must have a reason. If you come to the prospect with the same offer as before, you can hardly expect them to be interested. If you want to contact them again, something has to have changed that justifies your assumption that this time the customer might be interested. For instance, you might have expanded your product line or maybe you are offering a discount that might attract a client who previously thought of your proposal as too expensive.
Don't be too importunate
It sounds like a paradox, but the less you try the higher your chances. If you use persuasion techniques that are too obvious, or if you push too hard, there is a high chance that the customer will reject you again. Reviving contact should be understood as a simple provision of information about new opportunities that the client might be interested in, and this is why it is necessary that you do not use any aggressive selling techniques at all.
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