Inactive Customers List – There’s gold in your own backyard!

Dr. Pietro Savo, American Writer

Business’ invested a great deal of money for the Inactive Customers List – call them all; sometimes customers fall off the radar screen. When you come back on their radar screen; if they liked you (way back when), they will place you back on their send out RFQ list. Potentially (hopefully) the persons who did not like you have left or died, all opportunities are new. Make them all opportunities.

All customers are equal – some are more equal; the good customer is the profitable customer!

  • Do you know if you are profitable by customer? Know your profit by customer…
  • The 20-60-20 Rule: 20 % of customers are highly profitable – 60 % of customers are marginally -profitable/unprofitable – 20% of customers are very unprofitable….

New Business from Old Customers – The customer you know – and love – is your best prospect – Sell whenever you need to sell to them! – Keep it fresh!

Dr. Pietro’s Inactive Customers List Strategy – There’s gold in your own backyard!

  • Call them; give them a live voice to remember…
  • Send them your business newsletter, an e-mail is not nearly as annoying or costly as a phone call – especially at dinner…
  • When you have inactive customers nearby, stop in to see him or her. Let inactive customers meet the decision maker’s and not the hard-core sales people. Hard core sales person is annoying!
  • Inactive customers nearby is what I call the Circle-Of-Gold. The Circle-Of-Gold is an inactive customer within a 200-mile circle of your company. I know business owners with RV Buses who sets aside two weeks a year to go out and rekindle past business relationships.

Inactive Customers List is Your Gold- There’s gold in your own backyard, now go and get it!

by AMERICAN WRITER Dr. Pietro Savo Tradition Books Publication © 2011


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About Dr. Pietro Savo

Dr. Pietro (Pete) Savo is a Principal Consultant with over 28 years of diverse experience in Business Strategy Improvement (BSI), Leadership Development, Operations, Engineering, Manufacturing, Quality Systems, Material Management, Supply Chain, Union Shop and consulting environments. Pietro created the term Manufacturing Research Practitioner ™ as the foundation for his Doctoral thesis dedicated to improving the United States Manufacturing Industry.  Dr. Savo has lectured at, Boeing Aircraft, Lockheed Martin, Rolls Royce, Northup Grumman, Raytheon and United Technologies on various subjects such as Lean Thinking, Leadership, Team Building, Quality Systems ISO Registrar Selection and Root Cause Analysis. Taught Root Cause Analysis for American Society for Quality (ASQ). Customized Training Specialties Leadership & Culture & Conflict Resolution Made Simple Root Cause Analysis (RCA) Problem Solving & Mistake-Proof It! Lean Manufacturing & The 6S's: Workplace Organization Evolving Quality Systems ISO 9001:2000/AS 9100:2000 Industry Evolution Building Business with the United States Government and Prime Contractors New Project Bidding Team Improvement Training “Know Your Front End” Published: Root Cause Analysis System for Problem Solving and Problem Avoidance Published: PERFECTION - 10 Secrets to Successful Lean Manufacturing Implementation. United States Navy Veteran View all posts by Dr. Pietro Savo

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