Leave no money on the table

January 13, 2021
Jerry Bellune

By Jerry Bellune

 

Whatever happened to Joyce who used to do business with us? No, she didn’t die. She just quit doing business with us.

Why? Did we do something wrong?

No. Joyce decided she could afford to advertise on TV based on the business our advertising had brought her.

We need to reactivate Joyce and other of our lost or inactive customers.

Go through your customer list. Highlight the people who have not bought in the past 3 years. Send them a postcard. Text them. Email them. Send them your weekly blog. Call them. Find out how they are doing.

Our friend Ruth King recommends you write or call with a message that says:
“Thank you for your past business. I was concerned because we haven’t taken care of your _____ in the past few years. What can we do to help you in you again?”

Be prepared to find out that they thought you went out of business because they haven’t heard from you. And they will tell you what it will take to help them again.

One of Ruth King’s clients sent 100 “we want you back” postcards. Cost: $50. Got back 3 clients and a $10,000 job. The postcard paid for itself many times over.

The cheapest way to grow your business is to reactivate your lost customers. Set aside a single hour a week to call them.

We share such field-tested strategies in our “Killer Secrets of Successful Entrepreneurs.” For a $20 personally autographed copy, email

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