What to do with warm leads in HubSpot?

[jrineakter]

Every sales rep knows that when it comes to lead management , there are “cold” leads, there are “warm” leads, and there are proven strategies for reaching them. But what about leads that are neither? Which ones seem more “warm”? HubSpot helps here too!

HubSpot is a very special tool: not only is it part of the HubSpot software suite for inbound marketing and creates alignment between sales and marketing , but it also offers you valuable support in lead generation and management.

One of the most interesting features is probably the one that can classify “unengaged leads”, i.e. contacts who have already shown interest in your product or service, but then abandoned it again and no longer show any activity.

This article is about those warm leads that some sales reps “carry forward” in the CRM, sometimes for months and years. They are often a relatively easy treasure list of telegram users in canada to nurture; sometimes that contact is also a remnant that you need to part with.

Before we show you what to do with warm leads in HubSpot, let's take a look at what an unengaged lead is.

What is an unengaged lead?
An “unengaged lead” is, and this is good news, a person who is not a complete stranger: HubSpot, for example, describes interested parties who have shown willingness to contact them by submitting their details and who have downloaded exclusive content, but then not engaged further.

This means that the contact is already well advanced in their buying journey or sales funnel . Therefore, it shouldn't be that difficult to reactivate contacts who are no longer interested but still exist: They have already dealt with the problem, are aware of your offer, and have made an initial assessment of whether they can benefit from it.

So what to do with “warm leads”?
You should keep one thing in mind: an existing contact does not simply lose interest in your company; in most cases, there is a concrete reason behind this, for example:

The contact has purchased, but has decided on another supplier.
The contact has decided that your product/service is not an option for them.
The contact is no longer in urgent need and the acquisition has been suspended for the time being.
Something went wrong in your communication.
So there are reasons you no longer have influence over, and there are some where you can still change things. So why don't you ask?

01. Interview uncommitted leads
What always helps in the personal area to clear up misunderstandings also works in lead management: asking what made your leads end their engagement.

One way to do this is through one or more emails. Feel free to talk about what it's about right in the subject line, which can be something like this: "We'd love to hear from you again!" You can also set up an automation in HubSpot with multiple emails in HubSpot, but don't overdo it: You don't want to overwhelm them with a flood of emails. Here are some tips for such emails:

Ask directly what the reason is for the decreased interest.
Always be open, interested and open to dialogue.
It shows that you care deeply about your relationship with the customer.
02. Go looking for leads
Inbound marketing platform HubSpot lets you follow your leads’ paths: What content kept a contact on your website for a particularly long time? Are there emails whose subject matter was so unattractive that they weren’t even opened? What content offer was previously interesting to an “unengaged prospect”?

These assessments, which HubSpot provides you in connection with its CRM, are important for your lead management : you can tailor the content of your reactivation emails exactly to the interests of lukewarm leads, and you can decide which unengaged leads are “worth sticking around for longer.”