‘How to Create 4 Sales Opportunities From 1 Bounced Email’ – HubSpot
Craig Elias says, “Job changes are one of the most effective trigger events for sales and marketing departments to track for two reasons:
- A decision maker new to a company is up 10 times more likely to switch vendors.
- 80% of new decision makers that make purchase decisions of one million dollars or more in their first year make them within 90 days of starting their new job.
When an email bounces, most marketing and sales professionals simply delete that contact from their list. This is a huge mistake. Assuming that the majority of emails bounce because someone has moved to a new position and their former email address is therefore no longer valid, a single bounced email can lead to four separate sales opportunities to be the first salesperson in with a hot prospect.
The next time a prospect’s email address bounces:
- Find the prospect at their new company and reach out. Don’t wait for them to contact you.
- Find out where the person they replaced at their new company went, and call them too. Odds are that person has moved on to a more senior role and now has more money, more authority, and more influence at a new organization”.
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