Sales Mistake # 9: Giving Up On Past Customers
68% of lost business comes from a lack of attention. Counter this statistic by paying attention to your customers, those on your prospect list and all lost customers who you still care about.
The selling profession runs rampant with “hit and run” artists. It is a costly practice. Think about it.
You spend endless hours investing good money after bad trying to schedule face time with some stranger. You finally say, and do, what it takes to establish a welcomed 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.
I understand your pain ladies and gentlemen, but I don’t condone it. Not for a minute.
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 lunch money.
Is this the only time a random postcard has worked some magic for me?
Not on your life. I can’t count the occasions where my touching base with “former clients” has resulted in a solid lead for new business.
I’m getting tired of my banging my fist on the table on this subject but I am going to do it just one more time. DON’T GIVE UP ON PAST CLIENTS.
Don’t quit on past customers and don’t quit on yourself. Persistence works when administered properly. I’ll say it again. It works. Practice it!