This blog was inspired by a recent newsletter from a business colleague discussing how business owners and their employees have been ‘missing in the market’ over the past three years.
They’ve neglected their business networks, stopped going to client, networking or industry events or work from home so think ‘relationship building’ is something they don’t need to do. But while they’ve been missing in action, their referrals have dried up or worse, have gone to other businesses who have continued to build their professional networks.
This got us thinking about how to rekindle former business relationships and here it is.
1. Make a list of people you haven’t seen for some time.
2. Give them a call.
3. Use one of the two scripts below.
4. Then listen. Do not pitch for business, listen! This call is to rekindle the relationship.
5. Note down who you called and the outcome of the call.
Give it a try and let us know how you go!
Script 1
I am so sorry that I lost touch with you. I just wanted to call and say how are you?
I was looking through my database and I was so surprised to see your name and I remembered working with you.
What is going on? What has changed since we last worked together (or since we last did business together)? What is new?
Script 2
I’m just making a courtesy call today.
I was looking through my database and realised that we’ve not been in touch for a long time. So I just wanted to call to say how are you?
While we are on the topic of rekindling former relationships, check out our Top 7 Tactics blog on how to retain and delight your customers so they buy time and time again.
Here they are in summary.
1. Understand what your customers like
2. Feed your relationships.
3. Personalised communications
4. Random acts of kindness
5. Offer additional products and services.
6. Solicit customer feedback.
7. Encourage repeat business with loyalty programmes.
Read the blog, choose the best tactics for you and your business and reactivate your past customers.
Finally, here’s a great blog from one of our favourite clients, The Networkers, on the benefits of networking for your employees and the positive impact it has on your business.