Gyro25

Account Executive

Notorious Answer

Acclaimed Answer

Strategy reaching out to old book of business/former clients

Hello Savages,

My current company is stingy af when it comes to spending any $ on lead gen, so I'm doing a lot of prospecting right now(the hard way) and have a list of 20-30 leads/orgs from my old company that I've had a demo with/was in negotiation with.

My new company is definitely within the same space as my last, but what I want to know is how you'd approach speaking to clients you haven't spoken to in about a year or so letting them know you've since moved companies and can essentially provide the same service they had but at a much lower price/lower barrier to entry.

A few of these were lost due to price, and some were just not in the right place/time. But wanted to ask about some strategies you've all employed when reaching out to former clients/book of business when starting a new role.

Any advice on approaching this/building pipeline when the company is pinching pennies on lead gen?

🔎 Prospecting

🤓 Sales Tech

7

13 comments

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oldcloser

Arsonist

4

💀

To: {Dude who said no}
From: Gyro
Subject: The reason you said no

Hey {Dude who said no},

Gyro here. Remember me? We almost had a deal when I was talking to you from {old company}. I guess we both knew I just couldn't prove ROI.So, you moved on.Your objection was far too common. I moved on too.

I'm now at {New Company}. Our {Product} does much of the same, but also has {feature}, {feature}, and {feature} which allow you to {save money, time, pick up chicks}. We recently helped {bigass logo} do {amazing thing}.

This time I can prove ROI. Will you take a look?

I promise. I won't waste your time.

Something like this would be my style.

punishedlad

Tycoon

3

Business Development Team Lead

Wish I was one of OldCloser's prospects, tbh. Need someone to talk to me like that.

oldcloser

Arsonist

1

💀

I get digits. Don’t hate

AnchorPoint

Politicker

1

Business Coach

Like it.

CPTAmerica

Opinionated

4

President/CRO

I'd say it would depend on how close you were to the prospects during the previous sales cycle.

There's a pretty good chance they don't remember you. We remember our prospects because we have to, prospects rarely remember their sales reps. It's just the way it is.

WIth that in mind, a lot of times this type of outreach is less fruitful than we think it will be. It's basically cold outreach so I'd treat it that way. Of course remind them you've met before but the rest of it should follow your typically process.

Maximas

Tycoon

0

Senior Sales Executive

Totally agree!

braintank

Politicker

3

Enterprise Account Executive

"I've moved companies and can essentially provide the same service you had but at a much lower price/lower barrier to entry. Interested?"

AnchorPoint

Politicker

3

Business Coach

I would not mention "lower price"... sell value. New organization with solutions that may be a better fit than what you were able to offer previously. Would it make sense to revisit and see if we are a fit?

Diablo

Politicker

2

Sr. AE

I would hint ‘right price’ too as that’s why the deal was lost.

JudgeMeOnMyLosers

Fire Starter

3

Senior Account Executive

*Assuming you’ve established rapport with your former contacts*

Subject line option 1: Remember me?
Subject line option 2: New job, who dis?

Body: Plot twist! I’ve joined forces with X. If I’m not ringing any bells from our time together at (former company) then please spare me the embarrassment of replying.

Putting my recall skills to the test, you (insert personal detail or premise of previous opp). Did I get that right?

It’s only fair we both get up to speed on what’s new. How’s (insert date and time) sound?

I’ll give you a call then. Don’t worry, I haven’t changed my number.

(Insert salutation),
X

Optional: “P.S. (add something personal) ex. Did your son make the baseball team?”
^^a personalized PS increased my open and response rate 30%

oldcloser

Arsonist

1

💀

Strong-

Justatitle

Big Shot

1

Account Executive

Make it simple as you have done here. I know we talked when I was at x company, I am now at y company and we are at a price point that fits what had been budgeted last time we spoke. Wanna connect?

CuriousFox

WR Officer

1

🦊

Simple. Easy. Classy.

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