Happy Friday, everyone!
In a recent edition of the Radio Sales Today newsletter, marketing consultant Steve Henke encouraged sales reps to commit to the practice of calling at least one ex-client every week in 2016, and see if it is possible to rekindle the relationship.
So I thought it would make for an interesting topic of discussion:
How often do you call on clients that you have lost, and how do you go about trying to re-establish a relationship?
Looking forward to reading your replies!
We collect media monitoring research findings from the three major research firms in our country and organize an away day presentation with our old clients, we also make presentation on the impact of social media and radio and outreach activation . Here, our old clients are able to understand the competition and we also make proposals to address their current situation, but unlike before most marketing managers and staff especially the youth are not keeping jobs for long, their is an MBA craze and people shifting jobs as we are undergoing an entrepreneurial revolution, so you may find a whole team you dealt with 5 years ago , has left the company and the company is "new"
Chris Lytle says it best when you are looking to get back a client you lost...I would love to win back your business and have you as a customer again. What would have to happen, for that to happen?
This is a good challenge! I tend to hang back from calling old, lost, cooler clients because I worry they are mad or didn't buy again because of something I did. Of course that's negotiating for them, letting fears drive the car. Just call up and ask how they are doing. When I have made those calls, it's usually pretty rewarding and a relief. They often explain what happened or where their business is headed, suggest something that might fit in the future. I don't always get the business back but an invisible weight lifts from my heart.
Common sense should prevail.Should there be a personal issue between you and the buyer by all means turn the account over to someone else. Barring that, keep calling on your accounts in a regular manner. Should you be calling on the client in person switch to the phone. Lots of things out of your control may be influencing the buying decision. Many times I find a new buyer at a old client. Proceed like you would if the account were brand new. This year I closed 2 major accounts for Christmas that haven't been on in years. Reason,new buyer. Don't second guess yourself make the call!! Remember there is only three things to being successful in sales: making the call, making a good presentation, closing the sale. By all means make the call, the worst that can happen is they say no.
