Earlier this week I got this question
If I follow-up with a past client to see if they have any new projects they need help with, will I appear desperate or look like I’m offending them or wasting their time?
I have several things to say about this.
First, in my experience, it’s impossible to know what someone is thinking or feeling unless they tell you.
Until they tell you what they’re feeling, you’re only guessing. You aren’t in the mind reading business. (And if you are in the mind reading business, you’d be better off playing poker in Vegas than consulting).
What I do know is this: it’s far more important to spend your time writing better emails and sending more follow-up emails than worrying if you’ll come off as desperate by following-up with a past client.
I have never once worried about following up with a past client.
Why? Because we’ve already worked together and built a relationship.
When you show up in their inbox with a helpful follow-up email to stimulate a conversation, you’re reminding them
- That you’re available to help
- That you’ve helped them in the past
- That you’re an expert and a trusted advisor
After all, they might be about to make the wrong decision in their business.
When you follow-up, you’re giving them the opportunity to ask their questions to an expert they trust.
When you follow-up, you’re providing value to the other party. You’re saying
Hey, how are you? Is there anything you need help with?
That’s what a consultant does. They reach out as a trusted advisor and ask their past clients
How are you? Do you need help with anything?
Take this information and do what you will.
If you want to learn my approach to following-up with past clients and bringing them back to life, then you want to order “Raise Your Clients From The Dead!”
Here’s what Kurt Elster, Senior Ecommerce Consultant at Ethercycle, has to say about “Raise Your Clients From The Dead!:
“I recommended your ‘RAISE YOUR CLIENTS FROM THE DEAD!’ book of necromancy to a coaching student. Same day he bought it, he got a client from 2 years ago to reply with three maintenance projects worth high four figures.” — Kurt Elster, Ecommerce Consultant, Ethercycle
Impressive return from the time it takes to send a few emails.