It is a new year and you are ready to get started. You bought a new notebook and a fresh stack of pens and you are ready to start generating new leads to fuel your sales process. Part of your time needs to be spent out networking, but how else can you get the phone to ring?

Pick Up the Phone

Yes, that device in your pocket isn’t just for surfing the internet. It can be used to make calls too. You can’t just sit back and wait for the the phone to ring, you need to be proactive. Who should you call? Well one place to start is with former clients.

Don’t think of this as a sales call. Treat it as a chance to reconnect and find out what is going on in their business. In just a few minutes you can begin to reestablish the relationship and remind them how much they enjoyed working with you. Get the conversation started by finding out how 2016 finished for them. Ask about their products and services, has their offering changed recently. Have they added new employees? Maybe there are services they haven’t used in the past which make sense now.

Do more than just ask the questions. Really listen to their answers. In their remarks are clues to what new challenges they are facing and how you might be able to help them. Sometimes a simple off hand remark will give you a chance to let them know what’s going on in your business.

Share New Information

As you reach out to former clients be ready to share information they may not be aware. Are new products on the market, regulatory changes, or shake ups in the industry? Having one or two items of value to share makes it more likely they will be willing to answer your next phone call which might be a sales conversation.

Update Your Records

While you have them on the phone, take a few minutes to review their contact information to update your records. And, if you have made a change, make sure they have that information as well. Ask them if they’d like to be on your mailing list or attend an upcoming event so you will have a way to keep connected even after the call.

Be Patient

In most cases the phone call doesn’t lead to an immediate sale, but it often opens doors which lead to new opportunities down the road.

So if you’re a past client, don’t be surprised if you get a phone call from us. And don’t wait for the phone to ring. Go through your old book of business contacts and call your past clients.

Looking to expand your call list? One of the best ways to do that is to get out and attend a few networking events.