#4 of Top 5 Ways to Improve Your Selling Results… Now!
#4 – Don’t Overlook Previous Clients as a Source for New Business.
While I don’t want to diminish the importance of prospecting for new clients, it’s important to note that previous clients, those who have dropped out of your current client base, are often still highly qualified prospects and can represent significant revenue.
Keeping in touch with past clients should be one part of your prospecting plan. The sales environment is dynamic. Things change – all the time. Your previous clients will often have new roles, responsibilities and challenges. You will have new services to provide. Keeping in touch on a regular basis is a smart way to determine if there is a current fit.
Warning:
Keeping in touch with previous clients should not be a substitute for searching out new prospects (a.k.a. cold calls). While it may be more comfortable to speak with previous clients, you must always be adding new people to your database and pipeline.
Don’t become a pest! Turning past clients into current clients should not become your new life’s mission.
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