In this episode, Steve and Paul explore the importance of re-engaging with lapsed clients, talk about strategies to reconnect, and give their advice on how to leverage ongoing relationships for business growth, if you have commercial responsibility in an insight agency.
They give practical tips on maintaining contact, sharing value, and turning past clients into future opportunities.
Topics include:
- The true value of lapsed clients
- Common reasons for client disengagement
- Strategies for reconnecting with past clients
- The importance of ongoing communication and value sharing
- Building a purposeful and strategic re-engagement plan
Chapters
00:00 Introduction and episode overview
01:01 Why businesses hesitate to re-engage with lapsed clients
02:09 The importance of ongoing communication and visibility
03:02 Reframing the term 'lapsed clients' and maintaining relationships
04:02 The role of sales and marketing systems in client retention
05:21 Identifying and targeting lapsed clients using data
06:40 Purposeful outreach and relationship ownership
08:22 The power of revisiting past clients' new opportunities
09:25 Effective ways to reconnect: conferences, social media, and direct outreach
11:22 Authentic and transparent communication strategies
13:11 Sharing new insights and value-added content
15:54 Leveraging content and thought leadership for re-engagement
17:53 The importance of persistent, non-intrusive follow-up
19:15 Final thoughts: take action and try reconnecting
