Customer or Prospect?
When does a customer stop being a customer? To answer this, you may find this model helpful:
• A prospect becomes a customer when they are buying your services
• A customer defaults back to being a prospect once they stop buying your services.
This distinction may seem obvious but it becomes important from a selling perspective as it reminds us that we need to see past customers as future sales opportunities. As such, we must continue to engage them in ways that add value, and avoid the mistake of taking their future business for granted.
Suggestion: Revisit your sales database and identify those ‘customers’ you really need to re-engage as ‘prospects’.
REMEMBER: Customer or Prospect?
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