Keeping the Door Open for Potential Contacts

By David Thompson

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Don't let those past lists of prospects just sit there gathering dust. Sales people know that timing is everything -- a prospective buyer may pass by an offer at one point in time, but with changed circumstances, re-engage later.

Sales and Marketing should be using Web technologies to look for every opportunity to stay in touch with their unconverted user base, whether it's people who've signed up for Webinars in the past or trial users who didn't convert.

Sending and tracking email newsletters on a regular basis can help. They enable you to keep your product front and center with a partially qualified audience. With Genius.com you can also instantly track which recipients open the newsletter and then click through to your corporate Web site to read the articles for an invaluable indication of renewed interest that Sales can act on immediately.

© 2008 David Thompson
CEO, Genius.com
LAM-001-00100

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