When is bad news good news for sellers? When one of your existing customers moves to another company. New executives are hired to bring in new agendas and are often looking to replace existing relationships in their first 3-6 months. As an example, a new sales executive will make $1,000,000 in their first 90 days in the office.
Identifying the executives that are important to your sales process and “helping them unpack” allows you to earn the right to help them set their new agenda. Even better, by following your OC/NC’s (old contact / new company) to their new place of business shortens sales cycles due to the familiarity with your product. Here are a some ideas to find old customers.
First, take inventory of your customer base including all former users as far back as you find necessary. Second, run a data health check to identify users that have moved to other companies and update that data within your platform. Also consider appending personal email addresses to your database of former users. When you do solicit your old customers – try these approaches for a “Help them Unpack” campaign:
1. Recognize, appreciate, and thank your Past customers for past patronage. Let them know they’re important enough to you.
2. Remind them of why they chose to do business with you in the first place (perhaps this is your unique selling proposition or the largest result they hoped to achieve with you).
3. Give a time-limited offer exclusively for former customers as a token of appreciation for past business with you.
RampedUp can help identify your old customers within your current database or update the old users with their current contact data. We would love to help.