Products develop, market situations keep changing and people change their minds. This is why you should re-approach prospects that already rejected you after some time, especially if you felt that there is a potential that they would decide in a positive way in the future. What should an e-mail look like that reminds the prospect of the existence of your product? Here are several tips.
Mention that you are contacting the prospect because something changed about the offer or the product itself
According to a LinkedIn Pulse article, your e-mail can't just include information that the prospect already knows, it also must inform them about a change. This might be a new product line, change in licencing conditions, new benefits or special price offers. In any case, you have to have a reason why you're approaching the client again in the first place.
Mention the important clients you have in your portfolio
To make the prospect curious, include the portfolio of your VIP clients. Ideally, they should have been be acquired recently. Every prospect subconsciously wants to join the company of VIP customers.
Target the needs of the client
Every client has one main reason they are interested in the given product, and usually this is specific and personal. You should ideally know this reason from the first round of negotiation with the prospect, alternatively, you can try to guess it. The content of your e-mail, and especially its subject line, should reflect this reason.
Offer help instead of just selling
Don't present the product in your e-mail in a way that makes it clear that you are just trying to sell it. Build up your message around the idea of helping the prospect by solving their problems. The persona of the customer is the alpha and omega of the whole sales process, and this should be reflected even more in your second approach.
-mm-