Here is a statistic that I hope will stop you in your tracks: 68% of lost business stems from a lack of attention. Counter this sad fact by paying attention to your current customers… those on your prospect list and all lost customers who you still care about.
The selling profession runs rampant with hit and run, so-called “sales professionals.” This is a costly practice. Think about it. You spend endless hours investing good money, after trying to schedule some meaningful face time with some stranger. You finally say and do what it takes to establish some degree of rapport. For any one of a million reasons, the client chooses not to do business with you and you drop them like a hot potato. Not much logic here, folks.
I recently received a phone call from a woman who I used to do business with years ago. She was responding to a postcard I sent to her a week earlier. I was just keeping in touch. My timing was perfect. She called me and gave me the name of the person I should be speaking with, if I was interested in earning some money.
Is this the only time a random postcard has worked some magic for me? Not on your life. I can recall a number of instances where my touching base with “former clients” resulted in a solid lead for new business.
I’m growing tired of banging my fist on the table when it comes to this subject, but I am going to do it just one more time. DON’T GIVE UP ON PAST CLIENTS. Contact them. Don’t quit on them and don’t quit on yourself. Persistence works when administered properly. It works. Do it!
Mike Marchev is recognized for his down-to-earth, street-savvy and honest delivery of useful sales and marketing advice, suggestions, tactics and strategies. For a complimentary copy of his Special Report titled: 11 Sales Mistakes You Must Avoid send Mike an email with the word TRO-11 in the Subject Box. firstname.lastname@example.org