I will be talking today about resurrecting customers. Is this a good idea?
Have you ever thought about the reason why the windshield in a car is so much bigger than the rear-view mirror in a car? I have pondered this on many a road trips. As I traveled across Arizona with my family on our most recent vacation it came to me. The reason why the windshield is bigger than the rear-view mirror is that looking where you are going is more important than what you are leaving behind you. As I continued to ponder this fact I found that this applies to a practice we need to adopt in sales. I get this question a lot from people asking if it’s worth going back to old customers and try to resurrect them. The problem that we face when trying to resurrect a customer back to life is it can take a lot of time and work with little results. Why do you think we are so drawn to try to resurrect old customers?
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