How to Reconnect With Inactive Clients

Five years ago, while validating Rocketlane, we spoke with a few companies that helped shape our product vision. While some became early customers, a couple just didn't engage when we launched. They were already significantly down a specific path and couldn’t pivot from there. It would have been easier for us to give up and move on. But we didn't because we knew we were right for them.  And so every 6 months, we checked in. We shared our progress, asked them about their progress in solving the business problems we had previously discussed, and continued to build enough internal champions for us within those companies. 5 years later, those companies finally became customers. The win felt inevitable. But it only happened because we didn't quit. This not only validated our product, but it also reinforced the power of persistence. But this wasn't blind stubbornness. It was calculated and strategic. So, how do you decide which accounts are worth the long game? 1. Qualify rigorously against your ICP  You don't chase everyone. Chase those who very closely fit your ICP. For ex, at Rocketlane, we target SaaS companies and SI partners with growing implementation teams or PS teams, that typically manage 1.5-month to 6-month delivery/implementation projects for customers. This clarity drives high close rates and ensures our messaging resonates well. 2. Educate, don't just pitch Help prospects see what they're missing. Sometimes, they don't recognize their own problems. We often say, "Not every sales cycle starts with a pitch." With every follow-up, share a resource they could use. Teach them where they're going wrong. Show them what they're not seeing. 3. Know when to walk away  If, after education, you uncover unique requirements that make your solution the wrong fit, excuse yourself. This builds trust and frees your energy for the right customers. 4. Keep showing up  Create specific checkpoints to reconnect and show up with new value, new wins, new perspectives … anything valuable to the prospect. Sometimes, the most valuable deals are the ones you refuse to abandon.

Most seller-experts freeze up at follow-up. Not because they don’t know what to do. Because they're afraid.. "What if I'm bothering them?" That fear has quietly killed more deals than bad pricing ever could. Here’s what I’ve learned after 20+ years: Silence doesn’t feel respectful. It feels like abandonment. When you go quiet, clients often assume: ❌ You found something better ❌ You weren’t that interested ❌ You’ve already moved on Meanwhile, the data reminds us: ➟ 80% of sales need five or more follow-ups ➟ 44% of professionals stop after just one Your competitor? Still showing up. The truth is, being strategically helpful is never annoying. But going dark usually is. Here are 7 follow-up moves that add value instead of noise: 1/ Share a Fresh Insight “Saw how [competitor] tackled [specific challenge]. Three smart ideas you could borrow...” 2/ Ask a Sharp Question “How’s [initiative] progressing since we last spoke?” 3/ Highlight a Win “Just helped [company] cut [metric] by 30%. The surprising unlock? [insightful tactic].” 4/ Offer a No-Pressure Give “I’ve got 15 mins Thursday. Want to see what worked for [peer org]?” 5/ Reconnect Through a Connector “[Mutual contact] mentioned you’re focused on X. I know someone who cracked that. Want an intro?” 6/ Use a Trigger Event “Saw the [trigger] news. 3 competitors noticed too. Here’s what they might miss.” 7/ Close with Clarity and Warmth “Sounds like Q4 is tight. I’ll check back Jan 15 when you’re planning next year. Sound good?” Every follow-up is a choice. Be forgotten. Or be invaluable. Your prospects are juggling more than ever. They need what you have. But they won’t chase you for it. So pick one stalled opportunity. Make one thoughtful move. Today. Because while others are hesitating, you’re building trust. It’s always your move. Share this to help someone in your network.

What would happen if you called every person you've done business with over the past five years? Seriously—pick up the phone and say something like: 👉 “Hi [customer/client], it’s Tyler. I know we worked together a few months ago, and I just wanted to check in to see how everything is going. Thank you, and I hope you have the best day!” Simple, right? But powerful. 💡 Now, imagine going one step further. Let’s say you remember a client loves ice cream or is a die-hard Chicago Cubs fan. What if you sent them a gift card to their favorite ice cream shop or a Cubs hat with a note that says: “Thank you for your business 18 months ago. I hope you enjoy this!” It might sound small, but small gestures can lead to big results. Here’s how you can generate more business starting today: 1️⃣ Make the call: Reach out to every past client with a friendly check-in. No sales pitch—just genuine curiosity about how they’re doing. 2️⃣ Add a personal touch: Think about what made your client smile while working together. A small gift or handwritten note can go a long way. 3️⃣ Revisit gratitude as strategy: Showing kindness when it’s least expected builds loyalty. Loyal clients refer others and come back. Ready to test it out? Start with five past clients today, and let me know what happens. What’s one way you’ve surprised a client and sparked a meaningful connection? Share your experience below! 👇 #BusinessGrowth #RelationshipBuilding #SalesStrategy

Our biggest client didn’t respond for 2 years. In 2019, we were working towards a project worth a significant amount. We had navigated the conversation for 5 years without a direct line of communication. We met at conferences, exchanged messages through mutual connections, but we couldn't get direct contact. Finally, we had a call with them, but then NO RESPONSE. It felt like 5 years of hard work went in vain. But, at Hexaview Technologies Inc., we don’t give up. 𝗦𝗼, 𝘄𝗵𝗮𝘁 𝗱𝗶𝗱 𝘄𝗲 𝗱𝗼? We took it as an opportunity to spread more positivity and add more value. For those two years of silence, we didn’t disappear. We stayed connected. We wished them happy birthdays, celebrated milestones like our 5th anniversary, and expressed gratitude whenever we received recognition. We kept them in the loop, not with pitches, but with genuine human touchpoints. 𝗧𝗵𝗲𝗻 𝗶𝘁 𝗵𝗮𝗽𝗽𝗲𝗻𝗲𝗱. After those two long years, they came to us. Not because we had the best pitch, but because we stayed relevant. We were on their radar, not as persistent salespeople but as a company that cared enough to stay in touch. That kind of RECALL VALUE is priceless. If we hadn't kept that connection alive, they might have struggled to even remember our names or find our contact details. 𝗧𝗵𝗲 𝗟𝗲𝘀𝘀𝗼𝗻? Never underestimate the power of consistent, positive engagement. You need to be memorable, not by being pushy, but by being present. So, if your client isn't responding, don't just sit back. Keep the connections alive, even when the other side is silent. Because sometimes, it’s not about the immediate result; it’s about being remembered when the time is right. And trust me, when they do remember, the impact can be game-changing for your business. Ankit Agarwal #Hexaview #saleslesson #clientengagement

“Just following up…” isn’t a strategy. It’s a stall. And I get it...follow-up can feel awkward. You don’t want to be annoying. You don’t want to seem desperate. You just want to re-open the convo without sounding like a robot. So let me show you 3 better ways to follow up...and when to use them: 🔹 1. The Callback This one’s personal. You reference something they said on the call. “You mentioned wanting to raise your rates without losing clients...still thinking about that? I am here to dig deeper when you’re ready.” ✅ Use it when: They were warm, the convo was real, and you just need a re-entry point. 🔹 2. The Disruptor Humor. A GIF. A voice note. Something unexpected. This one’s a pattern interrupt. I've sent a GIF of a guy standing in the rain...soaked, waiting. No words. No pressure. Just a quiet nudge. The person replied within minutes. ✅ Use it when: You’ve been ghosted or left on read and want to show up without pushing. 🔹 3. The Shift Sometimes the original thread is dead. So… pivot. Change the energy. Bring something new to the table. “Just saw this article and thought of our convo. Curious if you’ve been seeing this trend too?” ✅ Use it when: The trail is cold, but the relationship is worth keeping warm. Bottom line? 📌 People don’t ignore you because you followed up. They ignore you because you didn’t give them a reason to care. So stop “checking in.” Start reconnecting...with strategy, creativity, and a little heart. 💬 Curious: Which one do you tend to use? And which one do you want to try next? Yaacov 🎙🙏🏻 --- 👉 Struggling to sell your creative work? Hi, I’m Yaacov 👋🏻—I help agency owners & solopreneurs land more clients without feeling like a salesperson. 💡 My clients have hit 200% growth in 60 days and closed $50K in 3 weeks. Let’s fix your sales process.