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Go through your list of old customers and pull out a list of those who have been gone for a few years. Their buyers may have changed by now and your company has changed. In with your catalog, include a note from the assigned representative that describes briefly how much your firm has grown over the past few years.
Mention the following in order to try get the attention of your old customer:
- new processes or services offered not offered previously,
- new products and their benefits,
- new facilities you have opened throughout your local region,
- increase in sales dollars,
- increase in number of customers,
- headcount increase,
- number of states where you operate, and
- number of warehouses from where you can now ship.
Have the new representative approach the company with a new approach dismissing any previous problems or inabilities of your firm in the past. Assure them your firm has grown a lot and can offer a lot to their company if given an opportunity again. You are ready!
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