The beauty of new business is it always throws up pleasant surprises through a change in tact.
What better way to demonstrate this than with what we class as dormant contacts that have moved on. You have an agency that has delivered breathtaking creative over a period of time but, having delivered successfully, for whatever reason they have let their contact slip.
LinkedIn as an example that enables anyone to trace past clients at the press of a button. The use of historical intelligence can introduce renewed vigour into a new business push. You know where people have been and where they have gone to. Now join the dots and you have new strands of contacts that can you push and pull on with ease.
The conversation pieces can firstly revolve around individuals that have stepped up into a role previously held by your old contact. In this instance you have historical pedigree to illustrate previous work with the new contact who may well remember you. That has worked wonders with quite a few lapsed contacts. The other side of the coin is tracking your old contacts to their new roles and if you have had a previously good working relationship there should be every opportunity to re-engage – you’ll have news to offer and no doubt they will. And most importantly it will be a warm call.
All the above might sound obvious but the obvious can so often be missed. This is what we do for our clients and it really gets the flow going on the new business front and with some gusto.
Thanks again for reading.
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