Borentis term

What is Recovery play?

A recovery play is a follow-up brief Borentis writes for an advisor from a specific conversation: what to reference, which objection to answer, and a suggested message in the customer's language, timed to the agreed follow-up date.

Plays are specific to the objection and the vertical. A delivery-timeline objection on a car gets a different play from a making-charge comparison on jewellery.

The advisor sends the message; Borentis prepares and tracks it. That keeps the relationship and the consent with the person the customer met.

Related terms

• Walk-in recovery: Walk-in recovery is the practice of following up a store visitor who did not buy, using what they said in the conversation, and attributing the eventual sale back to the original visit.
• Objection intelligence: Objection intelligence is the aggregation of the reasons customers give for not buying, in their own words, across every conversation, ranked by frequency and by how often each reason ends the conversation.

Where Borentis applies this

• Walk-in Recovery: The customer who left is still yours.
• Objection Intelligence: The reason they did not buy, in their own words.