How to Revive Old Leads and Past Quotes
Turn your database of past prospects into new generator installation sales
Your biggest untapped asset might be sitting in your CRM or quote files. Past leads who didn't buy, old customers due for service, and quotes that went cold represent significant revenue potential. Lead revival campaigns consistently produce 10-20% conversion rates because these people already showed interest.
Step-by-Step Guide
Audit Your Database
Gather all past leads, quotes, and customer records from the last 2-3 years. Organize them by status: quotes given (not closed), inquiries (no quote), past customers, and maintenance due. Clean up duplicates and update contact information where possible.
Even a simple spreadsheet works. The goal is visibility into who you can contact.
Segment by Opportunity Type
Different segments need different messages. Old quotes need "circumstances change" messaging. Past customers might want maintenance or upgrades. Inquiries need re-engagement about their original interest. Create separate campaigns for each.
Start with old quotes—they're closest to buying and easiest to convert.
Craft Compelling Re-Engagement Messages
Lead with value, not sales pressure. For old quotes: "Hi [Name], you got a generator quote from us [timeframe] ago. A lot has changed in pricing and technology since then. Would you like an updated quote?" Reference their specific situation when possible.
Mention any relevant changes: new financing options, price adjustments, storm season approaching, or recent outages in their area.
Choose the Right Channel
Text messages get the highest response rates (30-45%), followed by phone calls, then email. Use text for initial contact, email for detailed information, and calls for serious prospects. Multi-channel sequences work best.
Send texts during business hours (9am-6pm) on weekdays for best response rates.
Implement a Follow-Up Sequence
One message rarely works. Plan a 3-5 touch sequence over 2-3 weeks: initial outreach, value-add message (storm prep tip, financing info), and final "checking in" message. Respect opt-outs and don't be pushy.
Space messages 3-5 days apart. Too frequent feels spammy; too spread out loses momentum.
Track and Optimize Results
Monitor response rates, appointments set, and deals closed from each segment and message. Double down on what works. Update your approach based on common objections or questions you receive.
A 10-15% response rate and 5-10% conversion to appointments is solid for database reactivation.
Tools That Can Help
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