Resurrecting Repeat Business with Stale Client Accounts

Have you been having a good year selling?  Maybe you’ve had a good couple of years, landing new accounts faster than your office buddies can parrot, “Whazzzzuppppp!”  Great.  How healthy is your repeat sales pipeline?  You know, the sales where existing clients come to you for more of your stuff (goods or services), where the cost of the sale is much lower because rapport and trust were already established, the easy sales.  You’re hesitating.  Do you mean to tell me that your repeat sales pipeline isn’t full?  How embarrassing for you. 

Don’t feel so bad.  Sometimes we all get so busy prospecting and closing new deals that we neglect current accounts or even lose once solid business because we haven’t paid that customer a visit in a while.  This business need not be lost forever.  Here are a few quick tips to get your foot back in the door of lost accounts and open the floodgates to your repeat sales pipeline. Read More…

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