Lead Recycling Program
A lead recycling program is the systematic re-engagement workflow for previously-worked MCA leads — pulling them back into active dialer queues at strategic intervals — extracting incremental funded deals from inventory that would otherwise be discarded as 'worked.'
Why This Matters
Lead recycling is the most underrated source of incremental MCA conversion. Leads worked unsuccessfully in their fresh window are not dead — many merchants return to market 60-180 days later when their original need recurs or their alternative funding source falls through. Systematic recycling programs pull these leads back into queue at 30-day, 60-day, 90-day, and 180-day intervals with refreshed scripts and channel rotation (call → SMS → email → call). Top operations extract 5-15% additional funded deals from recycled inventory at marginal incremental acquisition cost.
Frequently Asked Questions
Frequently Asked Questions
How often should leads be recycled in MCA?
Touch points at 30 days (first recycle), 60 days, 90 days, and 180 days. Beyond 180 days, recycling produces declining returns. Channel rotation (call-call-SMS-email pattern) avoids burnout while maintaining engagement.
What CRM workflows support lead recycling?
Time-based automation rules (recycle leads in 'closed-no-decision' status after 30 days). Channel rotation logic (alternate phone, SMS, email touchpoints). Script-version assignment based on recycle stage. Performance tracking comparing recycle conversion to fresh-lead baseline.