Tuesday, March 9, 2010

Resurrect the Dead: Step Five

Step Five: Go on Appointments
If they agree to see you, do what you normally do during a sales call with a new prospect. Tell them about your company. Explain how you can help them.

At the end of the call, smile and say, “We have worked with you in the past, and would love to work with you again. How can we make that happen?” See what they say.

This plan gets results. It’s worth the effort to resurrect dead customers because plenty of them are perfectly willing to come back to life with a little nudging from you. Often, reviving them is quicker and easier than expected.

An experienced sales rep named Chris followed the plan. He put together a long list of dead customers and made calls to update his contacts. At one old account, the busy receptionist mistakenly connected him directly to the buyer. The buyer was happy to hear from Chris and immediately agreed to see him.

Chris learned a lesson that day. Some dead customers aren’t even dead. They’re just hibernating and one phone call is all it takes to awaken them.

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