… until all of your inactive customers have been contacted.
Inactive customers – accounts who purchased something from you in the past – are often forgotten about or neglected.
A True Fact
An encouraging fact about this valuable group of people is that they are (usually) very receptive to your phone calls.
Calls made to these accounts are NOT cold calls. They are warm calls and sometimes HOT calls.
These businesses know your company’s name.
They trusted you enough to buy from you at least once.
They are the easiest people to sell to.
Ask yourself three questions:
1. Have all of your inactive customers been contacted during the past three months?
2. Are all of your current and past customers aware of ALL of the products you have to offer?
3. Do ALL of your customers buy everything they could possibly buy from you?
If you answered “no” to any of these questions – think about it:
Do you really want to start making cold calls before all of your inactive customers have been contacted?
If your focus is on bringing in new customers by cold calling BEFORE contacting inactive customers, you are leaving money on the table.
You can start contacting inactive (or “lost“) customers by snail mailing or emailing a good re-introductory letter.
There is an excellent win back the lost customer letter in this best-selling e-book containing 63 marketing and business letters you can copy and paste and send immediately.
After you have contacted all of your inactive customers, there are very effective ways to begin cold calling.
Take a look:
One-to-one Help and Coaching
The next one-to-one sales training e-Course begins on Wednesday. If you have questions or would like to enroll, please send me a message. I’ll get back to you ASAP. Your BTA educational discount applies to this course!