by Tony Vidler
A simple idea which pays off every year is simply re-connecting with those who I spent time with, but did not do any business with in the last year.
There are always people we are seeing who are potentially great customers, but for whatever reason the timing just isn’t right for them to do business. If we are smart we get those people into our CRM system and keep them on mailing lists and “touch base” every so often of course, but that isn’t the same as re-connecting – which is all about checking in and finding out how their world is working now.
About once a year spend about an hour or so literally scrolling through your diary of the last year and looking at the appointments you’ve had, and you’ll probably be amazed at the number of names in there where you say “gee, I should touch base with them”. It inevitably throws up a couple of dozen people that are genuine prospects, and whom we have allowed to lapse into a bit of a remote relationship because everyone was busy.
A simple phone call to each of them where we aim to sit down over a coffee and have a chat and re-connect is usually all it takes to re-ignite business opportunities.
If talking to existing clients is the easiest business in the world, surely the second easiest business to get is from those where the relationship is right, but for whatever reason, we didn’t do the business a while back.
Check through those past appointments, make some calls and reconnect – you’ll probably be amazed at what comes out of it.
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