Databases of Lost Leads Hold Nuggets of Gold

Sales departments usually work recent leads very well. Prospects are called, cultivated and nurtured.

But there could be a database of leads considered "old" and "not interested".

Resurrecting interest from these leads is time consuming and frustrating for a sales person wanting to connect with live potential buyers. Makes sense. But while the low hanging fruit is easier to pick; there could be potential interest from that customer who last year said, "they weren't ready yet."

Have you considered outsourcing these calls to someone skilled and qualified to speak on your community's behalf? I don't mean telemarketing call centers.

It requires trained specialists to know how to connect with these people, build rapport and solicit interest. Our callers have worked in senior housing communities and know how to call potential families and inquiries. They did this when they were on staff at communities.

It's amazing how effective this is and allows sales people to do what they do best....work with the newer customers with interest now.

It's important that someone making calls are professional and can be understood by seniors. They need to be able to listen and offer empathy for some one's situation. They need to be patient and understanding.

It's worth trying a list of 100 old leads to see if this helps in recreating interest.