DR With An Acquired List

Some niches (e.g., insurance, solar) have a common practice of clients receiving lists of leads to follow up with for sales. This class of leads often needs multiple days of follow-up to get all the way across the finish line. Although the fact that it's a "list of leads" seems to point to Database Reactivation as the appropriate strategy, DR won't work well because it's just one follow-up every few months (until the positive response). Assuming the list was acquired with consent to market, what actually makes much more sense to treat these leads as new inbound leads, and use the inbound workflow for them. This way you'll be using a campaign that's naturally going to follow up over at least four days before allowing a lead to join the rest of the database for the next DR.

Before we get into instructions, make sure you've watched through all the training pertinent to the inbound lead nurturing workflow and you understand how to add lead sources. Once you understand that, this process is as easy as adding any other lead source!

Ideally, there's a better way to automatically feed these leads into GHL and trigger their lead nurturing the second they opt in, so there's not a massive amount of time separating them signing up/getting on the list and getting follow-up. We strongly consider exploring all tech solutions for automating these additions as they come one by one, using zapier, a parser, even hiring someone to code a custom webhook if necessary. Manually uploading lists of new leads is very slow, very time consuming, and should only be a last resort.

1. Make a new tag, "new lead list."

2. Edit your inbound lead nurturing workflow. On the very right hand side (follow the "no" path as far right as it can go) where the last "no" path ends in the checkered flag, add an if/else path based on contact deatils--> tags --> includes --> "new lead list."

3. Add an opportunity for the lead. Add an action under the yes path of your new condition --> Add/Update Opportunity. In Pipeline --> Sales Opp Pipeline. In Pipeline Stage --> Opt In --> Opportunity Source: New Lead List. Status: Open.

4. You'll probably need to customize the first message a bit. Add an SMS to the yes path underneath your new condition, and put your verbiage in here. Make certain that for compliance sake that it has a greeting with the name of the business, and an opt out clause if it's the first time you're texting these leads. Ex., "Hey {{contact.first_name}}, this is Ashley with {{location.name}}, just reaching out because you recently requested to receive an [offer], do you think you might like that take advantage of that still? If you're not interested, just let me know to stop :)"

5. Add another action beneath the first SMS, make it a "go-to" action and save it. Then click on the "wait 31min for response" step of the main lead nurturing sequence all the way on the left hand side of the screen right after the Weekday Optin Message.

6. Save.

7. Test your workflow. Create a test lead, add the tag, "new lead list", to that test lead, and manually activating the Inbound Lead Nurturing workflow. Follow the journey of the lead and make sure every step works correctly up until the "Wait 31min for Response" step. (After that, it's going to work like normal assuming you haven't tinkered with the rest of the workflow).

8. Upload the list, and make sure you add that tag, "new lead list", to the upload request. Then you can launch the workflow the same way you'd launch DR normally. The only difference is you'll want to drip out the "Inbound Lead Nurturing" workflow, not the "DR Offer" workflow.