“By talking with your previous customers about why they bought from you, you can learn what you can lean on in the future to help you to continue to win.” – Scott Ingram in today’s Tip 1631
Do you reconnect with your previous customers?
Join the conversation below and share your thoughts!
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I thought I’d talk a little bit about relationships, especially with your past customers. I may have talked about this before, and I’m sure I’ll talk about it again, but as I learn more and more about and experiment with AI, I think that over the next few years, it’s going to be able to do a lot of my day to day tasks even better than me, but the thing it won’t be able to replace is human to human relationships.
I believe this will also be true of opportunity creation. We’re going to see this proliferation of tools and almost a spy vs. spy game of automated outreach across a variety of channels with executives and buyers finding more ways to shut them out and ignore them. Again, this brings us back to relationships.
Obviously, we’re not there yet with some of that stuff, but what you can do today to borrow the title from an old-school, but still very relevant book on networking, is to Dig Your Well Before You’re Thirsty. You can do that by reconnecting with people you’ve sold to in the past without an agenda. Shore up those relationships. Find out how you can help them, even if it’s not going to lead to commission dollars in your immediate future. That network of highly trusted relationships is gold.
In my mentoring conversations, it’s one of the most common actions I recommend for two different reasons. The first is as a referral source. Your previous buyers likely know lots of other people like themselves in similar roles and they can open doors for you. The second reason is to help you see your own superpowers. Sometimes we can’t see the things that make us uniquely valuable, often because those skills and abilities come so naturally to us that we don’t even recognize their value.
By talking with your previous customers about why they bought from you, you can learn what you can lean on in the future to help you to continue to win.
If you want to take this one step further you can build a personal board of advisors who you can go back to with specific questions or ask for “if you were in my shoes” type of advice, which is often insanely insightful.
So I’m going to challenge you today to reconnect with one person who you’ve sold to in the past. Then let me know how it goes. I’d love to hear from you. Thanks for listening!