When we were in college and someone drank one beer, we would refer to that as a wasted beer. For most of us, our purpose for drinking beer back then was much different than it might be today. However, the “wasted beer” label always struck me as a reminder to the power of routine and persistence. If you work out once a month, produce one commercial, or hit 100 balls at the driving range every six weeks, you won’t make any progress. You might as well do nothing. Which brings me to our final strategy of the week…
Strategy #3 to waking up a dormant customer: Create a list of dormant customers and routinely call on them.
The ideas shared on Monday and Wednesday work, but they work exponentially better if you perform them multiple times every week … every single week. Here’s what you do…
- List your top 25 customers that have purchased from you in the past, but have gone dormant.
- Label them in your CRM as “dormant”. If you can’t do that, then create a spreadsheet with their account names listed down the left column. If you can’t do that, write their names on a piece of notebook paper. If you can’t do that … you get my point.
- Call three to five of them every week. Try to work through your list every six weeks.
It’s that simple. What do you think? Too simple? Waste of time? I’m curious about your thoughts…
