Dead clients don’t pay your bills

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One of the best sources of new clients is old clients, that is, former clients who haven’t hired you for a while. That’s one reason I repeatedly pound on you about the value of staying in touch.

Anyway, if you haven’t been doing that, or even if you have, there’s something else you can do to “re-activate” lapsed clients.

In the mail yesterday was a letter (remember those?) from a dentist I don’t know but with a return address that sounded vaguely familiar. I’m always curious to see how professionals market themselves so I opened it. Inside was a $100 gift card, good towards any treatment with this dentist.

I don’t live anywhere near his office so why was he mailing this to me? With a quick search online, I figured it out.

It seems that the dentist I went to nearly ten years ago has retired and moved out of state. Before he retired, he took on a young partner, the dentist who send me the gift card. So, basically, my dentist sold out and moved out.

Mystery solved.

Anyway, the gift card is the size of a credit card and made of hard plastic. If you’re using gift cards in your practice, this is a good way to do it. Doesn’t cost you anything unless they use it and if they use it, well, Bob’s your uncle.

So, if you have former clients you’d like to bring back to the mother ship, why not send them a gift card? (The company that produced this card is www.vivaconcepts.com. I don’t know anything about them and don’t endorse them, I just wanted to tell you where you could get some information.)

The letter enclosed with the gift card said that the end of the year is almost upon us and that “now would be a good time to give the gift of a bright holiday smile, and remind you to utilize any unused insurance before it expires.”

Following this, it says, “Enclosed is a gift card for any treatment you may need addressed. You can also give this card to a family member or friend.”

Bingo. Don’t need any dental (or legal) work? You may know someone who does.

It’s called a referral, in case you’re new around here.

Clients can and do give referrals. Here’s how to get more

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  1. […] I told you about the dentist who sent a gift card to old patients (i.e., me) and how you could do something similar to activate old clients and/or […]