6 Strategies for Re-Engaging Unresponsive Prospects, According to Experts

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Getting ghosted is an unfortunate fact of sales life nowadays. Every once in a while, the conversation with a prospect is going to die down and never pick back up - but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause.

To help you out on that front, we here at The HubSpot Sales Blog - the Internet's definitive, ultimate, unimpeachably authoritative authority on all things sales-related and sales-adjacent - tapped some experts for strategies they use to get an unresponsive prospect talking again.

Let's see what they had to say!

6 Ways to Re-Engage an Unresponsive Prospect

1. Consistently share relevant updates.

Ravi VC, Founder of GoGLOBAL101, LLC, says, "After chasing a prospect for a year-something my bosses found amusing as they teased me for obsessively pursuing that one client-I eventually broke through. One of the ways I kept their interest was by consistently sharing relevant updates, trends, and subtle messaging that aligned with their needs. In the end, it became one of the biggest contracts we had ever secured at that time.

"As our sales team grew, we formalized a follow-up process that focused on non-aggressive tactics and creative subject lines. We also implemented a graded qualification system, factoring in project size and the prospect's demonstrated intent, ensuring that we targeted only the most promising leads.

"This approach led to more consistent, meaningful engagement, even with those we didn't close. In many cases, maintaining occasional contact resulted in new opportunities later on.

"At the end of the day, a prospect is unresponsive either because they didn't receive your communication, weren't impressed, or lacked the time or budget. By filtering out those who weren't the right fit, we were able to focus on those who mattered most-and they're the ones who make all the difference."

2. Offer a mini-audit.

Shannon Smith O'Connell, Operations Director at Reclaim247, says, "Offering a mini-audit of a prospect's current strategies can be a powerful way to re-engage them. This approach positions you as a valuable resource rather than just another salesperson. Start with a concise and clear promise: a brief, no-obligation analysis that identifies potential gaps or inefficiencies in their current methods.

"When reaching out, tailor your pitch to highlight specific areas you've researched or know are common pain points in their industry. This not only demonstrates your expertise but proves that you genuinely understand their challenges.

In conducting the mini-audit, focus on actionable insights rather than merely identifying problems. Highlight specific tools or strategies they're using, and provide a clear comparison to industry benchmarks or best practices.

"Utilize a framework like SWOT (Strengths, Weaknesses, Opportunities, Threats) to make your feedback straightforward and impactful. By offering insights that the prospect can use immediately, you increase the chance they'll engage with you again, opening the door for deeper collaboration. This method doesn't just rekindle communication - it builds trust and positions you as a partner invested in their success."

3. Send a personalized breakup email.

Shane McEvoy, Founder of Flycast Media, says, "One tactic that works well is sending a personalized 'breakup' email. This lets the prospect know you're stepping away if they're not interested, but it keeps the door open for future opportunities. A gentle approach and the option to end the conversation often encourage a response.

"In one case, this approach reengaged a prospect who had gone silent for three months, leading to a signed contract within two weeks. A reminder that you're respecting their time and offering a clear-out can rekindle interest."

4. Send a personalized video message.

Aaron Whittaker, VP of Demand Generation & Marketing at Thrive Digital Marketing Agency, says, "Sending a personalized video message can be surprisingly effective in re-engaging unresponsive prospects. It's a tactic that stands out in a sea of follow-up emails and voicemails.

"For example, I once had a prospect who went silent after our initial meeting. Instead of sending another generic email, I recorded a 60-second video where I addressed them by name, briefly recapped our last conversation, and shared a recent case study relevant to their specific challenges. I kept it casual, even including a bit of humor about my amateur video-production skills.

"The response was immediate. The prospect replied within an hour, apologizing for the delay and expressing appreciation for the effort I put into the follow-up. They mentioned that the video made them feel like more than just another lead in our CRM.

"This approach has helped us revive about 25% of our stalled conversations. It works because it's unexpected and shows a level of effort that goes beyond the standard follow-up practices. Sometimes you need to be willing to step out of your comfort zone to get the prospect's attention. Just keep it brief, relevant, and authentic."

5. Share competitive intelligence.

Erin Acheson, VP of Business Intelligence at ZeroEyes, says, "In the event that a prospect no longer responds, I like to share competitive intelligence showing how their rivals are handling key industry challenges.

"I use infographics, data, and visual presentations to showcase this information, which makes the insights more engaging and easier to process. In this way, we take advantage of their natural curiosity about what others are doing to provide them with business insights that they can put to use in their own company.

"My goal is to encourage my clients to stay competitive by providing them with information of this quality-not just to close the deal, but to help them stay competitive as well. This often prompts a conversation because it gives them something to think about-especially if they feel they might be falling behind.

"This tactic, enhanced by visuals, shows that I'm invested in their success and can provide strategic insights beyond just the products or services I offer."

6. Send something useful or interesting.

Mushfiq Sarker, CEO of LaGrande Marketing, says, "When a prospect becomes unresponsive, I like to send them something useful or interesting without asking for anything in return. It might be a quick tip, an article I found that is related to their business, or something that could help them.

"You want to show them that you're still thinking about their needs, not just trying to close a deal. Let's say I know they've been struggling with their online presence; I might send something like, 'Hey, I saw this new SEO trend that could be useful for your online store. Thought you might find it interesting.' No pressure, just showing that you're paying attention.

A prospect going dark doesn't mean they're gone for good. If you leverage one or more of these strategies next time you're getting ghosted by a potential customer, you'll put yourself in a solid position to re-engage them and get things back in motion.

Topics: Sales Strategy

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