When was the last time you had a look at your customer list to see how many inactive customers you have? If it has been a while, you may be sitting on a gold mine of easy to get, extra revenue.
 
Often, past customers have no idea about why they stopped doing business with you. All they may need is a friendly reminder about why they enjoyed buying from you — and an invitation to start again.

Pick up the phone and call your past customers, send them a letter or a postcard, treat them as you would a preferred customer, or invite them to a special event at your location.
 
Before starting your reactivation campaign, try to figure out or remember why it was that particular customers stopped doing business with you.

• What were their personal needs and were they not being met?

• What did they buy?

• Did they have any problems with what they bought?
 
Customer satisfaction surveys are very useful for this purpose. By gaining that level of feedback from past customers, it's smart to include a special offer or bonus for them to try you again.

Whether you offer a special bonus, a free consultation, a one-time reduction in fees, or some other incentive, let your past customers know that you are eager to serve their needs again and that you have developed a special package just for them.
 
Remember that your customers have changing needs — whatever they were interested in six months or a year ago may be different today.

But if you have customers who haven’t purchased from you in a long time, don’t give up on them even if an initial letter didn’t work. As long as you’re reactivating some of them with each campaign, it’s probably worth mailing them repeatedly for months and even years to come.