How to find new opportunities in your closed lost deals

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1. In HubSpot, the simplest way to do this is by creating a deal-based workflow that enrols deals when they meet the desired criteria. For automatically re-engaging with closed lost deals, essential criteria include: A sufficient amount of time has passed since the deal close date (lost deals have a closed date just like won deals) The Closed Lost Follow Up property, created above, is checked The company associated with the deal isn't already a customer Example workflow enrolment criteria The amount of time that you allow to pass before you re-engage with a closed lost deal will depend on your offering and market. For a complex technology or professional services sale six months might be appropriate, whereas three months might work for a SaaS offering. If the Closed Lost Follow Up flag is not checked, you don't want the deal to enrol in this workflow. However, the same is probably true if Closed Lost Follow Up is checked but the company already became a customer some other way — so add a rule to prevent those accounts from being re-engaged. Depending on the Closed Lost Reason, the nature of your re-engagement attempt will differ. Therefore, you either need to build some branching logic into your workflow, or build multiple discrete workflows to cater for the different reasons and route the correct communications to the correct contacts. Re-engagement methods There are a couple of actions you can take when a qualifying deal enrols in your re-engagement workflow. One option is to simply, and automatically, send them a carefully worded and emphatic email. Ideally, this email would come from the rep who originally worked the opportunity, if they're still with the company, or from their successor if not. In HubSpot, automated emails can use contact/deal owner personalisation tokens to automate this — in addition to being personalised to the recipient of course. “An alternative to sending an automatic email out to contacts would be to use your workflow to alert and activate your sales reps, setting tasks and reminders, and notifying them that it's time to reach out.”

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