Have you noticed that consultants and service providers sometimes feel weird about going back to past clients?
They don’t want to feel like they’re “upselling,” or asking for more work.
And they have this idea that, if the client ever needs them again, they’ll naturally return on their own without any prompting.
Which is... ridiculous, right?
I mean, imagine if a restaurant owner behaved that way. “Well, that customer enjoyed their meal and tipped handsomely, but let’s not waste our time trying to get them to come back.”
That would be downright silly, wouldn’t it?
Because restaurant owners know that regulars pull in new customers, and that return guests are a good sign, not a weakness.
And they know it’s not an “upsell” to remind a past customer about a new menu item, a new offering, or even what they liked so much about the one they already tried.
That’s just good customer service.
So before you start thinking about how you can get new clients, let me ask you this:
Have you been updating your past clients about your new capabilities, new approach, new process, or new offering?
Or are you assuming they’ll just naturally come back on their own?
The simple truth is that people like being acknowledged.
They like being invited.
Yes, even clients.
So do them a kindness and reach out, give them an update, and invite them to learn more about what’s new.
An update, not an upsell.
Kelford Inc. shows you the way to always knowing what to say.