What We’ve Been Up To This Month: Revisiting Old Clients.
As the old phrase goes, “Make new friends, but keep the old. One is silver, the other is gold,” this saying also goes for business relationships with clients and customers.
Following up with past clients is the single and easiest way to drum up new and possible business. Chances are you have guided these clients down the trusting-businesses path.
At Blue Whale Media, our team has been revisiting old client projects over the past month, here’s how and why:
Importance of revisiting old clients
On average, 20-25% of all your clients have lapsed existing customers, which is relatively high. The first thing you need to do is identify your dormant clients, such as those who didn’t leave you a testimonial or those who have had minimal contact. Maybe reconnect with then on social media or ask if they are still interested in your brand via email. This is important because customer or client needs will evolve and you need to learn what they now want after a while.
Share results and gain testimonials.
When you wrap up a project or assignment, it is tempting to move quickly onto the next one. But taking the time to do a ‘debrief’ with your client about the project can reap the rewards by ending the engagement on a positive note. If your client is open to giving a testimonial, then it is a real bonus; you can show this on your website for other customers to see.
Say ‘Thank you.’
As more and more communication has moved online, we have forgotten the art of a good thank you. When a customer wraps up with you, you can say thank you over the phone and their thank you to your business can be in the form of a testimonial, which will go a long way to gaining you more business.
Interact with them on Social Media
This is a way of showcasing your work and connecting with clients. At Blue Whale Media, we post on Facebook, Twitter, and Instagram about our team’s projects and for which client. You could connect with your clients or customers on social media and follow what their business is doing. Social media is now a way of keeping companies connected around the clock, long after the project has ended.
Easier Selling Advantage
This is a well-known fact; it is much easier to sell products and services to existing customers than to someone you don’t have a business relationship with. If you have done a good job when it comes to customer care, they will usually be happy to try additional products or services. Your existing relationship requires less selling and gives your customer additional trust.
A key part of retaining business and revisiting old customers is to make sure you do not lose any in the meantime. Sometimes all it takes is a look in the past for you to be able to gain relationships and leverage a powerful source of business.