Find your next sale in your (past) network
We’re all looking to find new business, but how many potential sales sit in your existing network? If you had to send a short email to everyone you have been dealing with over the last five years and told them you’re still around, still focused on solving the same problems, only difference: you’re now better and more experienced - how many of them will re-engage with you? Essentially this is what a CRM (Customer Relationship Management) tool is all about - extracting value from relationships. The more I am building my own consulting business, the more I realise the importance of going back to reap, where I have already sowed. It is not just about establishing new fields. In your company, do you keep a list of who you have been dealing with and periodically touch base again? Interestingly, I don’t believe it matters whether these contacts had a good or bad experience working with you. There could have been a massive fallout, or a disastrous outcome - the fact is time