Past Customers

We once worked with a client that had been in the painting business for over 30 years and had done about 100 jobs a year during that time. What was truly amazing is that they had never contacted any of their past customers. Imagine how much business this company lost because they never followed up. I asked another painting client of ours what his biggest frustration in the business was and he said "people that hire us, like us and then can't remember us several years later

Past customers are a great source of repeat business and for many companies their largest untapped source of business.

They have already made the decisions to hire you so you don't have to sell them or at most you will need to reconnect.

I know of a remodeler that does 2 inspections after he completes a project. He does the first on the one-year anniversary and the second on the two-year anniversary. In a remodeling project there are almost always some little things to fix. He uses his visits to reconnect and to find out if they are planning any additional work.

He told me recently that 22% of his sales come from doing additional projects that the prospect brings up on the two-year anniversary.

How to do this:

• Reactivate, reconnect and stay in touch - do mailings, email and phone calls if appropriate
• Do after the project inspections (this isn't just for remodelers)
• Tell them about new services or products with a newsletter or quick email.
• Make a special announcement when you complete a great project to let your customers know. You can include a link to a portfolio and short story about the project.
• In your reminders: ask if they have been thinking about any home remodeling or update projects and offer them advice if they are considering doing it themselves. Oftentimes you can point out the challenges and they will realize they should have you do it.
• Remind them about referrals and ask specifically if they don't have any needs now.
• Ask if they are happy with the service providers they are currently using so you can refer your joint venture co-marketing partners.

Until Next Time,

Mike Jeffries

866-926-5100

Mike@ClosingSuccessSystem.com