I was having lunch recently with a friend of mine, who has been in practice for a number of years and he was complaining that his business was way off and that he was having trouble getting new Clients. I listened while he rattled off a number of reasons, including the economy, as why he thought his business was off. After he was finished, I simply asked this question. “Were the Beverly Hillbillies rich before or after Jed fired that fateful shot that caused the oil to spring up?” (If you are reading this and you do not know who the Beverly Hillbillies were then ask your parents.)
After I asked that question, he looked at me like I had gone crazy and that I really hadn’t listened to his rant about not having that much new business. I simply looked at him and asked him for his answer. He thought for what seemed liked hours and finally said they were rich before and after Jed fired that shot.
You know what? He was exactly right.
How many of you thought the same way—that they were rich before and after?
In Texas they call oil “black gold” and Jed was virtually sitting on a Gold Mine, he was rich and he didn’t realize it. You too may be sitting on a Gold Mine and may not even realize it.
If you have been in business for any length of time, you have built up a client base this is your “GOLD MINE.” I think that you will agree with me that it is much easier to talk with a former client than to try and convince someone new to start using your services.
So my question to you is this, when was the last time you contacted a Client that has used your services in the past? If you are like many professionals I know, I am sure that it has been quite some time. You already have satisfied Clients out there who KNOW, LIKE and TRUST you, yet you are not benefitting from all the hard work and expense you have gone to get them.
How many times have you thought? I can’t understand why my Clients don’t call me? My question to you is when was the last time you contacted them?
Next: I will write about ways that you can reestablish contact with your former Clients.