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Want New Clients? Focus On Your Old Ones

Stay type of mind by building relationships rather than simply getting the transaction

When thinking about where to find your next client, try using your contacts list in your phone or email. The easiest way to get a new client is to sell an old one on the new services that you provide. There can be a period of three years in which you don’t speak to one another, yet following up with an old client can lead to new opportunities.


Reaching out to old clients to get rehired or to get referrals to leads within their network is also a test. If you were good enough when you were working for them—if you really satisfied their needs, there should always be an opportunity waiting at the end of a call. You won’t know unless you reach out to them to ask. The answer is automatically no if you don’t make a request.


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