Phil Risher shows how one business grew revenue 20% by re-engaging old leads. They packaged past estimates into monthly emails with 10% off, added urgency around shoulder season scheduling, and alerted salespeople when prospects opened emails so they could call.
20% increase in revenue.
10% off the prior estimate.
Monthly.
April 11, 2025.
We actually had this customer that we were working with, and they increased their revenue 20% just by working their old leads and estimates. And here's exactly what we did. All the estimates that they did the prior year, we took all those estimates and we put them into a sequence, and we said, hey, get 10% off of this estimate. Now it's in their shoulder season, so it's like, get on the schedule. We can do it tomorrow. We also have discounted pricing for material that was from last year. And all these people were like, yeah, let's sign up, sign up, sign up. We had that running every single month for all the estimates that they didn't close the prior month, whether they just fizzled out or they didn't close. And we also set up an internal notification to go to the sales people. So that way, anytime someone opened an email from them that was inside of the sequence, it would then call them, because clearly they're probably interested in getting this done. Don't just discredit all of your past customers, past prospects, because they could turn into customers.
