The lure to approach new customers is tempting, especially when you receive referrals from worthy sources. But what about the long list of clients in your database who haven’t ordered or requested assistance in the past 18 months? Don’t they deserve some attention?

As a solo business owner, you may have many new leads, but there may also be proven buyers in your database who’ve yet to be contacted months after the initial sale. It’s never too late to re-invigorate your relationships. Your mission is to rework and stick with a marketing plan to contact everyone in your database at least once every three months. Here are three reasons why making contact increases revenue.

1. Clients seldom hold silence against you, especially if you choose a method that rekindles the relationship along with offering a sales incentive. Such incentives include a free 30-minute consultation or complimentary review of work you previously completed.
    

2. New sales may occur when you send postcards alerting customers to new services or products, Web site updates, or online surveys requesting their feedback.
    

3. Re-connecting lets you to update your database, a task most of us put on hold for as long as possible unless an outside source is hired to complete the project.

The best action to increase market share is to take action and decide how you will approach past clients. Some independent owners mail gift cards or certificates to thank clients for previous orders, and this may encourage them to renew the dormant relationship. Others mail postcards or flyers as mentioned in No. 2 above. Personal contact by telephone to check on how staff is handling the project after completion is another option.

It’s important to make contact before more time expires. Then you can move forward and create a marketing campaign that offers your products and services throughout the year. Your campaign should be logged in a marketing planner to ensure that each step is completed in a timely manner.

Former clients are waiting to hear from you. Pick your method, and start reeling in a new batch of sales.