You’re Sitting on a Goldmine—Start Digging Into Your Own Dat

If you’ve been in business for a while, chances are you’ve built up a solid list of contacts—people who’ve shown interest in what you do. They signed up, followed you, or reached out because something about your offer caught their attention.

But here’s the big question:
Are you staying in touch with them in a meaningful way?
Do you have a clear strategy to keep the conversation going and guide them toward deeper engagement?

Start by organizing your contacts into three simple groups:

1. Active Prospects – people who are currently in touch or showing interest
2. Inactive Prospects or Clients – people who’ve gone quiet
3. Interested, But Never Bought – people who liked what they saw but didn’t take action

Let’s talk strategy:

1. Reconnect with Active Prospects

These are your warmest leads. Maybe you haven’t followed up in a while—but they’ve already started the journey with you. Pick up the phone. Send a message. Re-engage and see what’s changed. Chances are, the timing might be better now.

2. Re-ignite Inactive Clients or Prospects

They were active once, which means they saw value in what you offer. Don’t let them forget that. Reach out. Invite them to an event, schedule a quick call, or send something helpful their way. You’re not starting from scratch here—you’re reminding them why they connected with you in the first place.

3. Stay Connected to the "Almost Buyers"

They showed interest but didn’t buy. That doesn’t mean they’re a lost cause—far from it. Research shows that 85% of buyers eventually make a purchase in your category. You want to be top of mind when they do. Stay connected, provide value, and make sure you're there when they're ready.

And no, this isn’t just about sending out a newsletter.
Let’s be honest—how often do you actually read the newsletters in your inbox? Most get deleted before the coffee kicks in.

Instead, think multi-touch, multi-channel.
One colleague of mine uses an 11-step system that includes email, phone calls, LinkedIn messages, texts, and even good old-fashioned mail. It works—because it’s personal and consistent.

Here’s a stat that might blow your mind:
84% of all sales happen between the 5th and 12th point of contact.
Yet most business owners give up after just 1 to 3 touches.

Don’t be most business owners.
Stay in the game. Nurture the relationship. And tip the odds in your favor.