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Target your lapsed customers – the soft underbelly of your sales

By andrew on December 9, 2008

Times – they are making us all rethink our business models and processes.

Broadly speaking you have the customers who buy from you currently and everyone else. Of all those prospects, the category most likely to buy from you again and with the least sales cost are those who’ve bought from you before, your lapsed customers.

You already know they have an application for your products or services – that’s why they bought from you before. They also know about you (good and bad.) Chances are you also know a bit about their set up, how their organisation works, who the key people are, the volumes they buy etc. So these are the easiest people to sell to. I didn’t say easy, I said easiest !

So have a plan, a strategy to approach, reopen contact with these people. You will find you recapture many of them. The alternative – trying to develop new markets or new customers is expensive so let your competitors do this while you work to steal their customers from them.

To Market will be launching a campaign in the new year to help companies with this via using our outsourced telemarketing service Phone4You. You can read a bit more about this service by following this link http://www.tomarket.co.uk/phone4you.php

So if you’re already in dialogue with us, you may receive some correspondence on this in the new year, if not let us know you’d like to hear more about this, by e-mailing us info@tomarket.co.uk

  


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