The database you already paid for can be used again.
Contacts with real history: a call, a meeting, a quote sent, a follow-up. Bea pulls it out of the CRM and picks up that particular conversation.
Bea
An illustration, not an export from a customer account. What the agent asks, how it argues and when it says no are all things you set, and you sign them off before the first live message goes out.
- is what acquiring a contact you already have costs
- 0is what acquiring a contact you already have costs
- of the database gets the sequence
- 100%of the database gets the sequence
- messages per contact: an opener and three follow-ups
- 4messages per contact: an opener and three follow-ups
Conversion on contacts with history runs markedly higher than on a cold database. We work the number for your case out on your own data on the demo, because it depends mostly on what you know about the contacts.
The cost of that contact is already spent.
The marketing and the rep time are paid for
You spent money on the first contact. A second use is on top of that and costs you only somebody getting in touch.
Not buying the first time is not the same as not buying
Going back makes sense in every segment. For some after a quarter, for others after a year, depending on the decision cycle.
Except nobody goes back
The database sits untouched even though the return is well established. Not because it cannot be done, but because there is never time.
Eight contacts from the database, worked twice.
On the left what happened to them over the past year. On the right what Bea does with them.
- Quoted 8 months agoThe past yearNobody got in touchWith BeaMeeting
- Met last springThe past yearNobody got in touchWith BeaIn conversation
- Trade fair enquiryThe past yearNo answerWith BeaMeeting
- Asked about extendingThe past yearNobody got in touchWith BeaNot yet
- Quoted, price too highThe past yearNobody got in touchWith BeaMeeting
- Went to a competitorThe past yearNobody got in touchWith BeaIn conversation
- Their contact changedThe past yearNobody got in touchWith BeaNot qualified
- Webinar sign-upThe past yearWritten off as handledWith BeaMeeting
The rows illustrate a typical database rather than a measured campaign.
How Bea runs it.
- Loading the history
- A genuinely personal approach
- Getting a reply
- Questions and objections
- Checking the criteria
- Assessing and handing over
- 01
Loading the history
Out of the CRM she takes what happened with the contact: meeting notes, what the calls covered, what was and was not agreed, what the objection was.
- 02
A genuinely personal approach
She writes referring to a specific past conversation. "Last time you said you needed more time because of X. Does it make sense to look at Y now?"
- 03
Getting a reply
The first step aims at an answer, not a sale. Nothing else can be established until there is one.
- 04
Questions and objections
She answers on the spot from your material. The conversation does not pause for two days over one price question.
- 05
Checking the criteria
She confirms the situation has changed and the subject is live again. Not every return is worth pursuing.
- 06
Assessing and handing over
Relevant goes to a meeting in the calendar. Irrelevant is closed politely and the history stays in the CRM for next time.
We run this use case at Vividbooks among others, turning webinar sign-ups that had otherwise gone cold into booked calls: 742 contacts approached, 159 meetings, 21 per cent conversion in the first month and 26 per cent after two months of tuning. We wake our own database this way too.
Bea runs this oneHow many contacts are in your CRM, and when did anyone last speak to them?
Live in 14 days, three to four hours of your time. No lock-in, switch it off any time.