Lost Deal Recovery

As any savvy salesperson will tell you, not all lost deals are lost deals. A prospect's decision to buy from another company, or not to make a purchase at all, is seldom completely irreversible. And if a company is truly convinced that they provide a product or service the prospect needs—and one that is superior to the competition—then a lost deal is no reason to stop communicating this value to the prospect.

The key is to engage the prospect in a respectful and polite ongoing dialog about their purchase decision—something CDC MarketFirst makes simple:

Continue to communicate with prospects from lost deals

Using CDC MarketFirst, the company can continue to send personalized messages to lost opportunities from their salesperson at carefully chosen intervals. This enables the company to check in with prospects as to their satisfaction with their purchase and alert them to new products, services, or promotions that might re-ignite their interest in the company.

Eliminate the need for salesperson intervention

Because CDC MarketFirst communications can be pre-scheduled and its advanced segmentation capabilities enable companies to create segments based on profile criteria such as lost deals, there is no need for the salesperson to initiate or otherwise engage in the lost-deal-recovery program. When the prospect's response signals that they might be interested in direct salesperson follow-up, the lead can be sent back to the salesperson.

Seek out new opportunities

Losing one deal with a prospect doesn't mean you've lost them all. A prospect with whom you have developed a relationship, even if you have lost a deal with them, may still provide more fertile ground for new opportunities than a target that has no relationship with you. Make the most of the time your salespeople have invested in a lost deal by continuing to promote other products and services to the prospect, seeking new opportunities and proving that your company has an ongoing interest in earning their business.