How to Convert Dead Leads Into Paying Customers

Have you ever had a lead just ghost you? You know, they said they were excited to move forward and then poof, gone. Well, the good news is they're probably not avoiding you because they hate you and they hate your product. The bad news is they likely forgot about you, your offer, and why they ever cared about it in the first place. And in this video, I'm going to walk you through the exact seven touch wake up call sequence that we use to bring cold leads back from the dead with without sounding pushy, without sounding needy, and without sounding desperate. In fact, this seven part sequence recently revived a $50,000 deal in one of my businesses that had been ghosting us for over six months. So I can tell you from personal experience that this stuff works. Now, I've got real examples, I've got real scripts, I've got real systems that you can swipe and deploy starting this very week. So buckle up because this one is going to get tactical. Now, in case you're seeing me for the first time, my name is Ryan Deiss. My partners and I manage 17 companies across a $200 million portfolio. And probably the most common issues that all of our companies face is they need more leads. Probably same with you. And while that may be true, we discovered that more times than not, they don't actually need more leads and they don't really even need better leads. What they really need is a better follow up system to activate and engage the leads that they already have. All right, step one, day one. Email number one is the still relevant email. Now for this first one, we just want to kind of kick things off with a simple, no pressure check in. We're just going to email them saying something like, hey, are you still working on problem? You still dealing with that thing? Is that still an issue? There's, there's no pitch, there's no agenda. It's just a human moment. It's just a conversation. The kind of thing that you send to a friend, you're not trying to sell, you're just trying to reopen the conversation. You're just trying to start a loop that says, oh yeah, I was actually still working on that. Now the best way to screw this up is to write a novel where you blather on and on about you and your company and how amazing your product is. Don't do that. Keep it under 20 words, under 10 words, even better. And just ask a simple question that reopens the conversation. The more personal it feels, the more likely it is to get read and replied to for email number Two, which is going to go out on day three. We're going to share a quick win. Now, if they didn't reply to email number one, we want to earn the right to stay in their inbox by sending a link to a helpful email tip tool or resource. Now ideally, this is something that they can use in five minutes or less and we're not looking to send them like a book. We want it to be something that they can ideally use and get value from immediately. Because if they get value from it, they're going to be a lot more likely to respond. So you could send a short email like thought this might help with problem, whatever thing they're dealing with. Or you might say something like I saw this and thought of you because it reminded me of our conversation about whatever their specific issue or challenge is. Again, don't link to your offer, don't mention your product. Just send them something that is valuable and see if they reply. That's the whole idea. Once you do, then you can restart a sales conversation. The goal at this point is not to sell. The goal is to start, or rather I should say restart a conversation. All right, email number three, which we recommend sending on day five, is the humorous check in. Now look, if content didn't do the trick, it is time to break out the big guns. And by that I mean humor. The fact is, most follow ups sound robotic. They say stupid things like just circling back or they sound super generic like just popping this to the top of your inbox or outright passive aggressive and desperate. I'm surprised I haven't heard from you yet. Don't do that, okay? Please, I'm begging you, don't do that. It doesn't work and you and it just makes you look sad and pathetic. Instead, send them something that's gonna make them smile. One of my favorites is everything okay. You didn't get eaten by wolves, did you? Now this is obviously ridiculous, but it breaks the pattern and it reminds them that there's a real person behind the email. And if you happen to get a laugh, you're likely to get a reply. And again, that's when we can get down to business. And by the way, remember that $50,000 a month deal that I referenced earlier in this video? Well, this was the email that got them to re engage that stupid email about you didn't get eaten by wolves, did you? I'm telling you, I know it seems silly, which is why you're likely to skip it, but don't. This email, this one right here, just might be the most powerful one in the entire series. Okay, so for message number four, which we recommend sending on day seven, we're going to suggest that you send out a personal video or voice message. Now, this works simply because nobody does it. Pull out your phone and record a 20 to 30 second selfie video, saying something like, hey, name, I saw your name come across my list and I just want to check in. If you're still dealing with problem, I got a few ideas for you. That's it. This strategy is most effective if you've got their mobile number and if you can send it as a text or SMS message because frankly, those always get open. But it works via email too. Just include a screenshot of your video in the email, link off to the video using Loom or some other hosted video solution. And here's the important thing. All right, I really want you to remember this. Raw beats, polished for this video. If you happen to have a fancy recording studio like the one that I'm in right now, don't use it for stuff like this. Just get out your phone or record a quick laptop video and call it done. Authenticity trumps professionalism when it comes to reconnecting and reviving dead leads. All right, email number five, which you recommend sending on day nine, is the content hook. So we're back in their orbit, but we want to stay in their orbit. And to do that, we want to keep delivering the value. And so the easiest way to do this is by sharing a relevant blog, podcast or insight. And the thing to keep in mind is it doesn't have to be something that you create. I think that's really important. People think all the time that, oh, so I've got to go and create a bunch of content. You actually don't. If you were to read an interesting or compelling article in a magazine and you were to tear it out and you were to take it to a friend and hand it to them, they would appreciate the fact that you thought of them and that you brought them the article. The key is you need to make it personal. So don't send a generic one to many newsletter. That can be fine for your existing client, but it's terrible for re engaging prospects. Instead, send it to them with just a basic note saying, hey, I saw this and I thought of you. By the way, are you still tackling that problem that we talked about? Again, we want to try to tie it back to something specific from a past conversation. The more relevant the better. Okay, so for message six, which we're going to recommend sending on day 11. We're going to actually make a soft offer. Now, this one's a little bit optional because you may not have this, but if you do, it's really powerful. What we're going to do here is we're going to invite them to a no pressure event. It could be a webinar, it could be a Q and A, it could be a private training, just something that you're doing already. And the idea is you want to say something like, hey, we're doing this free training on some interesting topic for our top clients on this date. Do you want me to save you a seat? It doesn't have to be in person. In fact, it's probably better if it isn't, because it's lower friction that way. It's just a reason to reach out to them. Now, again, it's important. You don't want to make it feel like a pitch. You want to make it feel like an exclusive gift, like you're actually inviting them to something kind of cool. And again, if it's something that you're already doing for customers or clients, that's even better. Not only are you getting more leverage from that activity, you're signaling that you don't necessarily need them. You have other customers and clients that you're working with. Okay, message number seven, which we recommend sending on day 14, is the final nudge. So at this point, it's probably time to get a little bit more direct. I mean, what do you really have to lose? But still, we like to keep it short, sweet and simple. Something just like, hey, if you're still interested in solving problem, let's just get it done starting this week. What do you say? Now, that's not a direct outright pitch, but it is basically saying, look, you've got this problem. I know you got this problem. Let's just deal with this thing, shall we? Now, by touch, number seven, one of three things will happen. Number one, they're either going to reengage and they're going to buy, or they're not going to buy, but they're going to reengage in some way, which maybe they buy later. Numbers. Number two, they're going to politely bow up, they're going to reply and say, hey, take me off your list. I'm not that interested, which is going to save you some time. That's fine as well. Or number three, they're just going to stay quiet. They're not going to respond at all. And actually, this is what the vast majority of the folks are going to do. The good news is, is that you've been helpful along the way, you've been humorous along the way, and you haven't been pushy, which means the door stays open so you can actually go back and repeat this exact same sequence again. So that is the seven Touch Wake Up Call. It is super simple, it is super respectful, and it is wildly effective. In fact, don't let the simplicity of this fool you. This thing has made me and my partners a lot of money, and if you apply it, I think it's going to work for you too. If you check the description, you're going to see I included a link where you can get all the email templates that I mentioned, and if you're ready to put this strategy into action, I recommend that you start with 50 to 100 dead leads and run this sequence exactly as is and maybe start sending them out manually at first instead of as like some big giant broadcast. And then when it works, because it will, it only always does, then go ahead and automate it so that your pipeline never flatlines again. And if you love systems and tactics that help you make money without stealing more of your time, be sure to subscribe to this channel every week. I share frameworks like this that help you scale your company without sacrificing your soul. So if you liked it, then great. Subscribe and I'll see you in the next one.