Reviving Past Customers vs. Finding New

Quick! If I asked you to tell me which of the thousands (tens or hundreds of thousands even) of your past customers is Ready Willing & Able to buy from you, Right Now, could you definitively say who they are?

No matter how organized you might be, finding who is Ready Willing & Able (RWA) to buy from you right now can be a monumental task. Rounding up your past customers is sometimes actually the easy part. Then you need a way to find the Right now Buyers as well as Identifying the people who are Not Ready Willing & Able (NRWA) just yet but soon will be. (Hint: a sale alone just won’t cut it.)

You need a system

Making phone calls is a long an drawn out process that yields little results for the resources it ties up. With caller ID, voicemail, and phone tag, you’re looking at tying up months worth of man hours on calling. To avoid the long wait and burden on your resources, you need a system that gets people to act now and either Buy Now or Tell you when they will be ready and what they will want. And that system should start delivering results in hours, not months!

Why past customers?

You’ve gotten past the hurdles of Know Like & Trust with these people. They’ve bought from you before. You don’t have to convince them how great you are. You just have to remind them.

You know where to reach them

You already have their information and you can reach your past customers directly. They know what to expect from you. The probability of selling to an existing customer is 60 – 70%. The probability of selling to a new prospect is 5-20% Marketing Metrics

If you don’t reach out to your past customers…

It’s almost certain, your competitors will. Too many businesses make the mistake of thinking a customer who buys from them is theirs for life. Nothing could be further from the truth.

It’s not just a one and done

SalesCPR™ can yield some awesome results in a single campaign like you saw in the video. But SalesCPR™ can and should be run regularly to reach out and revive all of the people who have done business with you in both the long and recent past. Mining that “old gold” and turning more one time customers into repeat buyers can get you off of that plateau and take your business to the next level.