Pick Up The Phone and Sell

CHAPTER 26CALL CUSTOMERS WHO HAVEN'T MADE THEIR REGULAR PURCHASE IN A WHILE

We all have customers who used to buy but stopped.

If you had a customer who used a product or service regularly but stopped, this person hasn't stopped buying this product or service.

They've simply stopped buying it from you.

So this proactive call is to reconnect with them.

To tell them you'd like to help them again.

To remind them that they used to buy this from you, and you'd like to take care of them again.

ABOUT THIS GROUP OF CUSTOMERS

These customers used to buy a variety of products or services from you and do business with you regularly.

But suddenly their purchases of one or more products stopped.

Maybe you noticed – but you probably didn't, because you're busy.

They didn't tell you they were moving their business for this product or products to another supplier.

Also, they didn't call you, because they may not have even known they were leaving you yet.

Most likely, what happened was that a competitor reached out to them and offered them the same or a similar product or service at a lower price.

So the customer “gave it a try.”

They gave the other guys a chance on these items or services.

And they've been buying from the competition ever since.

They may still buy some products or services from you, but they've moved some of their business away.

How to Identify These Customers

Go to your order history or your invoice history.

Open your customer's record in your ERP system or even in QuickBooks. ...