Guide to Reviving Dormant Customers and Leads: Webinar Utilization Edition
29% of business negotiations come from dormant customers! This case study introduces how we created high-probability business negotiations from a stagnant list using webinars and marketing automation, increasing the number of deals by 3.6 times.
In many companies, a significant number of business cards and leads obtained from past exhibitions and the web remain in a "dormant state" due to a lack of follow-up. However, data from Shannon indicates that approximately 29% of business negotiations arise from re-engaging dormant leads that have been inactive for over a year. This document introduces a method to efficiently generate business negotiations for dormant customers, who are stagnating due to "timing and budget barriers," by combining unique data centralized management with a webinar strategy. We fully visualize the "indirect effects" of nurturing from the initial contact and automate a "three-stage segmented email" to maximize customer acquisition while minimizing unsubscribes. By extracting real customer challenges from surveys and providing sales with a hot list enriched with "specific behavioral history" rather than just scores, we have increased the number of cases from dormant customers by up to 3.6 times. Furthermore, Shannon has extensive experience and know-how in supporting webinar utilization, ensuring a smooth start and successful outcomes even for first-time webinar initiatives, providing a reliable system for achieving results.
- Company：シャノン
- Price：Other
