Your mid-morning cup of coffee is cold. Still drinking it? Why did it get cold? Is there a reason you won’t go heat it up? Lazy? Indifferent? Complacent?
Complacency is sometimes the reason we accept things we can change. Though you may like, or at the very least tolerate, cold coffee, bear with me—this coffee metaphor applies to your sales.
The cup of cold coffee on your desk is the current customer that you haven’t quite put the right kind of effort into recapturing. Their buying power is there, but cold.
I like to think I am good at recapturing customers that have gone cold, but I know I’m way better when I warm them up a little with what I term a High Value Call (HVC).
High Value Calls are very effective when reheating a customer’s excitement about the value perceived in your company and products. Ask yourself:

• Is there a promotion I’m running that they haven’t yet redeemed?
• Have we adjusted our customer experience with website upgrades?
• Was a new product line launched and they aren’t aware of it because I haven’t connected in a while?
• Would a great customer benefit from a credit limit raise on their account?

These are just a few examples of questions to ask yourself as you think of your customers that can use (and deserve) a little reheating. But don’t think for too long. Call them…today. Deliver not just a value-driven call, but a High Value Call – and get excited about it!
With a little warm up effort, your customers will no longer be cold coffee. Reheat them with an HVC and return the relationship potential you had when they were a fresh warm brew.
photo credit: © wissanu99 – stock.adobe.com

This week, the King of Core and More is coming in with an extra hot tip.  How do you reheat your cold customers? Comment below or email Pat directly.