When developing a game plan for growing your business, it is only natural to begin looking for new prospects in new opportunities.
The truth of the matter—you already have a boatload of names for you to begin reestablishing a relationship with at once. I’m talking about former clients who you are no longer doing business with.
The reason you don’t try to approach these former clients usually has something to do with the fact that you think you did something wrong along the way and that they are upset with you. Stop flattering yourself. In seven out of 10 cases this is not the case.
What happened is that you failed to keep in contact with these prospects when they didn’t have any business to discuss with you. They started feeling that they were being taken for granted. As a result (and not to my surprise) they moved onto the next service supplier who, at the time, showed a genuine interest in their well-being.
The remedy for this predicament is easy.
1. Begin researching your file cabinets for former clients.
You’re going to find many of them, all of which represent potential future business. All you have to do is reach out to them with some form of sincere communication and make an attempt to reestablish the relationship. You will be surprised at how effective this simple exercise is.
2. Enter your email files and scroll down to the bottom of your inbox.
From there start moving up email-by-email and you will see names you have forgotten over time. Send each one a refreshing update email with some interesting travel-related information attached. Then do the same for your sent file box.
This is exercise is both easy and effective. Many of you reading this will agree with me but still, will not do this. Those who do, will thank me.
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club, mike@mikemarchev.com.
*** You want more to think about? Check out my weekly podcast (Miked Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.
