You know very well that 80% of your business comes from repeat customers. In fact, it comes from only 20% of them. So, are you keeping in touch? Your past satisfied clients can be your best salespeople. Are you getting those referrals? Are you following up? 

Is your client/prospect database a bunch of sticky notes on the wall, or a shoebox or desk drawer with business cards, receipts, torn strips of paper and napkins floating around in it? When was the last time you poked around in there, much less contacted anyone?  

First, you need to organize the names, addresses, phone numbers and other information in a data base. The down-and-dirty, most simple solution is Excel. It’s on almost every computer out there. Create a column for each item of information you need and fill them in. There are also many specialized programs out there with lots of features, including reminder pop-ups and ready-made letters, to simplify your life. It’s time consuming at the beginning, of course. If you don’t have the time to do it yourself, let me do it - you will make up for the cost in new business over time if you start contacting people. Once the system is set up you can fill in new names yourself or I can continue to keep up the list for you. 

Now that you have the list you can start contacting your peeps! Call to find out how whatever you did for them is working or to let them know about something new you can offer. Ask for those referrals if they’re happy. Call the new referrals immediately. I can set up a schedule to remind to make your calls or I can remind you. 

Keep your name in front of them more often by using the internet or direct mail. E-mail and e-newletters are inexpensive and fast and can be used to send information and special offers frequently. You do need to have the prospects opt-in somehow so that you aren’t sending spam. Direct mail is not dead. It is alive and well and works fine. In fact, it gets a higher response rate than e-mail. I have experience in sending out all of these types of communication.  

The continued growth of your business is in your clients and prospects. You need to keep in touch with them – especially in times like these when people are making every dollar count. Be sure that they think of you when they’re ready to spend that dollar. Let me help you make it happen.