In the frenetic pace of seeking and converting new prospects into customers it’s easy to forget about a very rich source of leads: our current and former customers!
It’s easy to neglect this or put it off; but there are a multitude of benefits to reconnecting with the people who’ve already made the decision to buy from you. We all know organizations that are very good at this. Unfortunately we can also name a few that seem to forget about you “after the sale is made.” Make sure your selling organization doesn’t fall into the latter group!
And, while you’re at it, does your sales process include a formal approach to asking your customers who else could benefit from your product or service? Does your “sales tool kit” include two or three references from satisfied customers who are delighted with your service? Have those customers agreed to be references for you? Is the information readily available for new prospects – and in a presentable form?
Now is a good time to re-visit your current and former customers, re-cultivate the relationships your organization has already spent thousands of dollars developing and leverage those relationships into new opportunities and new business.
