Have you ever been in a conversation about a past or old client and suddenly thought or said, "I wonder what happened to them?" Apathy or perceived apathy is still the number one reason people leave a supplier. Beyond price or service. The easiest way to overcome this is to constantly invite old clients back. Make them feel welcome over and over. Your past clients should become your base of VIP’s and should be the easiest sales in the world. Too often we take those past relationships for granted or forget about them all together.
If you are doing a decent job then most of your clients will be willing to purchase again … so invite them back to the table to work with you over and over. Introduce new products to them first and have a circle of people that always buy and continue to refer you year after year.
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