When it comes to generating more sales you only have three types of clients to go after for more business.
The first group is clients you’ve had and lost. If you’ve lost clients, for whatever reason, there’s no real value in trying to win them back. Most businesses would be best to remember the ‘three attempts’ rule. You should make two attempts to win back clients you think you have lost. Then you should make contact with them a third time to make sure you’ve lost them. For example, the third attempt could be a call to let them know that it would be in their interest to see one of your competitors. No matter how you do it, it is wise to make three genuine attempts at winning clients back. If you fail, then forget them. Spend your time on somebody more profitable.
The second type are the clients you’ve never had. Most people love to chase these mythical clients. They do so generally by spending a lot of money on fancy social media campaigns, advertisements and brochures only to discover, the hard way, that this is the most expensive way of obtaining new clients.
The third, and most overlooked, group are clients you already have. Many businesses ignore existing clients and hardly ever follow them up to get further business from them. And how exactly do you do that? Simple… you give them great client service; you make them your friends; you contact them regularly and talk to them; you love them almost to death. The result… more business, more referrals and more new clients.
Remember: The best clients you’ll ever have are the clients you’ve already got. What are you doing to build and maintain the relationship?
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