Don't just think that because someone has bought from you before you don't need to sell to them again. Or, just because someone knows you that as soon as they need your service they will come to you.
If only it was that simple. "People know us or have bought from us before, so why bother with them? If they need anything they'll come back". WRONG!
This was brought home to me on Friday evening when, despite being a big networker and a member of BNI I had let things slip. As it happened I was in Pizza Express with my wife (Jackie) when a ex-member of my BNI Chapter walked past with his wife. Because we were tucked away he didn't see us.
So towards the end of my meal, I got up, went over to his table, had a quick chat and left it at that. We didn't talk business and it lasted less than a couple of minutes.
Saturday morning I get an email from him. He's started a new business and needs several of our services.
Now, I will never know if he had it in mind to email me anyway, but I think it's a very big coincidence that we bumped into each other and then the very next day I get the email.
So, make sure your current customers, friends, colleagues, etc. remember you. Phone them, email them, write to them; just a couple of minutes of your time could be the difference between getting a lot more work and never hearing from them again.
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