Why every contractor should 'reactivate' their old customers now!
One very simple, but often overlooked way of attracting more work is to simply follow up and reactivate your existing client base.
That is... past customers (not new leads)!
You see, many trades businesses have a ‘diamond mind’ in the form of existing customers that remains largely untapped...
Unless they had a disappointing experience with you, it’s likely if that if they needed your service again, they’d be happy to buy from you again.
Think about it, you’ve already established trust, inspired confidence in your product and service, and even know something about them.
This list of past customers is of tremendous value because much of the hard work involved in getting prospects to know, like and trust you has already been done.
And depending on your approach, it can be very low cost or in some cases, even FREE to re-market and 'reactivate' them!
But note, you do NOT want to reactivate everyone!
You only want to reactivate your ideal client base.
To do this, start by going through your customer database and pulling out names of past customers whom you haven’t heard from or who haven’t bought from you in a while (you want to filter out any bad customers who you don’t want back).
Segment your client list into 4 different categories: A, B, C & D, where:
- A = Pure Ideal Client
- B = Many elements of an ideal client
- C = Some signs of an ideal client
- D = Little sign of an ideal client
Once you’ve segmented your entire list, you want to begin:
Reactivating and strengthening relationships with the A’s;
Reactivating and maintaining relationships with the existing B’s;
But NOT reactivate C’s and D’s.
Note: This strategy is especially beneficial if you’re in a bit of a slump. Reactivating past clients can fill gaps in your pipeline within hours!
If you're an electrician, plumber, painter, carpenter, or any other trade business owner who is looking to take your business to the next level, click here to learn more about how our team can help!
