How to sell again to a customer who already bought, without nagging

01·Where you are now

You worked hard to bring in a customer, you did good work, and now you go back to square one and look for the next one.

Could what's holding you back be the assumption that a happy customer will come back on their own? “People don't just walk in out of the blue.” Good service is a necessary condition, but it isn't a mechanism.

And it costs you income that was already yours. It isn't income you lost to a competitor. You let it go because you didn't bother to reach out.

While nobody writes down what happened and nobody asks, the customer who already knows you're good sits at home and never hears from you. I knew this too when I started working on my own: I would have to sell my service, and also deliver it to people.

02·Who's talking to you: Axel Jedlitschka

It all started with one table I wanted to build for myself

I wanted an income and expenses table for myself, and I built it in Excel. After a few versions I moved to Google Sheets, and from there it kept growing.

In my telemarketing and phone appointment-setting jobs those skills really served me, because I built very nice and effective dashboards. I'm against the assumption that the customer will come back on their own, because “people don't just walk in out of the blue.”

Axel Jedlitschka

04·There is a way

Write down what happened, and ask

Everything written about getting customers is about people who haven't bought yet: ads, posts, referrals, a website. The customer who already bought sits outside that system. For them to come back, and to send the next one your way, you need only two things: someone to write down what happened, and someone to ask.

1. 01Write down who bought.Only people who bought something go in the file, not everyone who left their details.
2. 02Read the file before you reach out.Reaching out without opening the file produces the most common mistake: offering something the customer already bought.
3. 03Offer the next step.The stage after what they already bought, not the most expensive product.
4. 04Ask when the job ends.While the excitement is still fresh, not in a follow-up call a week later.

The customers who already bought are the asset standing behind you, not in front of you. You're looking ahead, at the next customer, and the asset is already sitting behind you.

What you get

What is promised, and what is not

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Questions?

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