As we’d talked about in the previous post, re selling to your existing clients is the best way to increase business. So in order to get those repeat sales, you’ll want to make sure they know you’re still around.
The best way to keep in “front of mind” is to stay in contact with them on a regular basis.
The easiest and cheapest is through email, just as I’m doing with this weekly newsletter.
Collecting client’s email addresses is the first thing you’ll want to start with and it’s easy and inexpensive to get them set up in an email management system. Check out this previous article to learn more: How to get prospects to call you first
The second best way is by calling them via phone. Pick 3 clients each week that you haven’t heard from in a while and just call them up and check in to see how they are doing. No sales pitch, just be genuinely interested in how they are doing.
The third is via snail mail. With so many businesses using email nowadays, people are more receptive to getting updates via physical mail. Yes, it is more expensive, but if you are getting a good response, it will be worth it! (Remember to track!)
Your “To Do” item for the week: Pick 3-5 clients that you haven’t heard from in a while and contact them. Do whatever feels the most comfort for you this week – call, email or drop them a note via snailmail!
For the future, either set up an email system or schedule in your calendar to contact 3 past clients each week. If you need to, set it up on a rotating schedule so you are “touching” each client every 6 months at the very least.
Share in the comments below: Do you have an email list set up that you use to communicate regularly with your clients? Do you use regular mail such as postcards or offers? What works best for you? Share your thoughts. :-)
Photo credit: katypang