Sales is a dynamic and complex field that requires attention to every detail. A critical aspect of it, often overlooked, is engaging with “orphan owners.” These are customers who once engaged with your product or service but have since fallen to the wayside. Like an unattended garden, these contacts may seem unproductive, but with the right approach, they can blossom into fruitful relationships.

Understanding Orphan Owners: A Sales Dilemma

Orphan owners can be customers who were once enthusiastic but lost interest or those who never fully engaged with your offerings. Their negligence can be due to various factors, such as a change in circumstances, a lack of understanding, or dissatisfaction with the product. In my book, The Master Salesman: Jesus and the Art of Service, I explore how understanding and empathizing with various customer personas is vital to sales success.

The Parable of the Lost Sheep: A Biblical Insight

Jesus’ parable of the lost sheep (Luke 15:3-7) beautifully illustrates the principle of pursuing orphan owners. In this parable, the shepherd leaves the ninety-nine sheep to find the one that is lost. This reflects a profound commitment to every individual, no matter how insignificant they may seem.

Engaging Orphan Owners through the IDEAS Sales System

Applying the IDEAS Sales System, we can develop strategies to re-engage orphan owners:

1. INTRODUCING: Re-introduce yourself and your offerings, creating an intentional and personalized connection.
2. DISCOVERING: Understand why they became orphan owners. Listen actively to uncover underlying issues or needs.
3. EVALUATING: Assess their current situation and preferences to tailor your approach.
4. ADAPTING: Modify your offering or approach based on their unique needs.
5. SERVING: Sell by serving, offering solutions that align with their current needs and values.

Strategies to Reconnect with Orphan Owners

1. Personalized Communication: Reach out with personalized messages, expressing genuine interest in their well-being and needs.
2. Special Offers and Incentives: Offering exclusive deals or incentives might rekindle interest in your product or service.
3. Educational Content: Provide information that helps them utilize your product better or understand how it fits their current needs.
4. Feedback and Reviews: Encourage them to share their experience and feedback, creating a two-way dialogue.

Belief in Reconnection: The Triad of Belief

Success in re-engaging orphan owners stems from a firm belief in your industry, your product, and yourself. It’s about transferring this belief to them, igniting their interest, and aligning with their needs.

The Road to Reconnection: A Continuous Effort

Reconnecting with orphan owners isn’t a one-time effort; it’s an ongoing commitment. Leveraging insights from The Master Salesman: Jesus and the Art of Service or considering personalized training and coaching at Closer Classes can be valuable steps in this journey.

The customer is ready to buy. He needs you to help him believe.

Summary: The article explores the concept of orphan owners in sales, identifying strategies to engage and convert these neglected customers. By drawing insights from the Bible, the IDEAS Sales System, and understanding the importance of belief, it provides a roadmap to transform forgotten relationships into thriving connections.