Best way to reactivate a lead who went completely dark after being pretty warm?

Give me your best shot. Can't stand these folks (qualified leads for sure) who express a ton of interest and are responsive for a while, and then go completely dark. In SaaS enterprise sales, so typically have longer sales cycles.


What are your best methods – gimmicky or otherwise – to getting them to respond back / reactivate?

👑 Sales Strategy
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☁️ Software Tech
8
funcoupons
WR Officer
5
👑
Send an email.

Subject: ____ Project
Body: Have you given up on the ____ project?

Send.

This is not my idea, it's taken from Chris Voss' book Never Split the Difference. People don't like to admit they've given up, so it's likely you'll get a response explaining why they've gone dark. If they don't respond they're either not in the office at all or truly don't give a fuck and you can move on.
CoorsKing
WR Officer
2
Retired King of the Coors Knights
Chris Voss honestly has had a very material impact on the way I do business. Both from emails like this and negotiating strategies... It it kind of eerie how well it works some times. 
funcoupons
WR Officer
2
👑
I feel like if you aren't employing at least some of his strategies you're missing out...

That book is like a Bible to us at my company lol.
RealAF
Good Citizen
0
National Director of Business Development
This is exactly the same follow up I use.
TheSolicitorGeneral
Politicker
3
Small Market AE
Email them this:

"Hi [Name]

We spoke earlier this month regarding [SaaS Sales Product]. Have you given up on this?

Thank you,
popepius"


Best case scenario, it's an auto-reengagement. Worst case, he self designates as a tire kicker and you can focus on buyers.
funcoupons
WR Officer
2
👑
Haha, I see you also take Chris Voss' advice.
TheSolicitorGeneral
Politicker
2
Small Market AE
Great mind, my friend! 
handysales
Politicker
1
Enterprise Sales Lead
Totally gonna sign it "popepius" too
CaneWolf
Politicker
2
Call me what you want, just sign the damn contract
I like the ones others have said and have my own version of it. I also will sometimes send a message around the lines of the following:

Hey [name],

I understand things can change but it's making me look really bad with my bosses that I can't even get a reply from you. Can you do me a favor and update me one way or the other?

-CaneWolf
handysales
Politicker
0
Enterprise Sales Lead
Intriguing for sure. How often do you get pissed off responses? Or are people more likely to be apologetic and understanding when you phrase it that way?
CaneWolf
Politicker
2
Call me what you want, just sign the damn contract
Almost never pissed off responses. Pretty high response rate overall and most of the time they show some remorse.
PhlipOut
Politicker
1
Account Executive
nice one, haven't seen this one before

cw95
Politicker
1
Sales Development Lead
Email someone above mentioning 'I spoke with X a while ago but seeing as you are the MD I thought I'd also let you know why I reached out' bit of a dick move but works more often than not if they keep ghosting you. 
paddy
WR Officer
1
Director of Business Development
The break up email is usually impactful. You can find several examples if you Google sales breakup emails.
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