Losing customers is natural for any salesperson. Even so, many of them want to know how to recover inactive customers effectively. Customers do not stop buying because they simply want to. Many were literally abandoned by their suppliers. When proactive work is lacking on the part of the sales team that number of inactive customers tends to increase. Whenever I am asked where to start to increase sales, I respond quickly: recovering inactive customers! This audience is not always dissatisfied with salespeople, company or product, but it is not uncommon for customers to feel abandoned. It is through this loophole that the competitor, who is not a fool, achieves what you should never have lost.

It is very likely that your inactive customer stopped buying for a less relevant reason than you think. Sometimes, the lack of proactivity and follow-up has led to distance and the search for a new supplier. As difficult as it may seem, it is possible to reverse it, and I will help with that! Check out the eight Ways you need to know now!


  1. Win back customer

First of all, it is necessary to understand that a sales team needs a simple and easy-to-apply custom stickers to leverage their conversions and relate to customers. Using custom stickers and labels, you configure or parameterize what an inactive customer is. For example, someone who hasn't bought anything for 180 days. Thus, when the customer buys, he will automatically be included in the active profile and, after 180 days from the date of the last purchase, also automatically, he will go to inactive status. Visualization is much easier this way and, with a click, you have access to who and how many there are, in addition to knowing how many days that customer has not received a contact.

  1. Make the ABC classification of inactive customers

The Pareto Method classifies customers as A, B or C, according to the volume of purchases, profitability or other method that suits the company's strategy. This method, although functional, is little applied to the portfolio of inactive customers. Sales teams typically don't categorize who hasn't bought in a while. Such as Cliental, you and your team will have a detailed and exact definition of which customers are inactive and most bought until entering this scenario. This will make it easier to determine recovery strategies and know where to take the most time and effort to bring back who can really affect your results. By issuing the ABC spreadsheet, the custom stickers helps the salesperson to better manage time and understand which customers have the greatest impact on their goals. The platform clearly indicates the percentage that inactive customers represent in the total of its customer portfolio.

  1. Develop an action plan to recover inactive customers

Tips on how to recover inactive customers will only be valid if you get your hands dirty! With the list of these people, it is easier to draw up a sales plan. It is now up to the seller, with the help of his manager, to develop a solid strategy when executing recovery efforts. Finding out why that customer stopped buying is just one of the steps in the initial trajectory to get him back on your list of active customers. It is also necessary to reconnect, evaluate product performance and raise customer needs, for example. Thus, the approach to sales can be more precise and more likely to succeed.

  1. Follow the execution of the plan

Monitoring the execution of the plan is easier, both on the part of the manager and the seller. This platform brings decisive information, such as: The seller can record all of this quickly and see if what has been planned is likely to be accomplished. In addition, you can change directions and have new ideas during this process, which increases the chances of recovering inactive customers.

  1. Keep track of issued proposals

Today you and your team can, in a simple and easy way, tell exactly how many inactive customers have open proposals? In addition, is it possible to identify which ones intend to buy again and which are closer to the closing stage? Information like this is valuable, because in addition to having a direct impact on your goals and indicators, they help you better manage the time and effort appropriate for each client within their degree of importance. Therefore, it is impossible to talk about how to recover inactive customers without emphasizing the importance. It has numerous advantages in terms of monitoring sales and the history of the relationship with those who do not buy more from your company.

  1. Understand why the customer was inactive

There are many possibilities that have generated this inactivity. The recovery work starts precisely from this understanding, which can be done in an automated way. First of all, it is recommended to understand which means of favorite contacts of that person. Custom stickers will surely indicate, through the history of interactions, through which channels the contact was more frequent while the customer was active. From there, take an approach, sending messages or making a telephone contact. At this point, the focus is on knowing what led to the removal that is, understanding exactly what triggered the inactivity. From there, it becomes easier to correct possible problems.

  1. Create groups to recover inactive customers

To find out how to recover inactive customers, it is first necessary to define what level of relationship they have with your company. There is no denying that a customer dissatisfied with a product is much more difficult to recover. Those who have not received further contact from their sales teams, for example, can be reactivated with a much simpler strategy. Therefore, creating inactive customer groups helps to deal with the problem with the right level of measures. This will even help to set up contact automations, which is one of the most useful resources when making this rapprochement.




  1. Seek feedback

Feedbacks are not always good to hear. It will be even less if your company has fallen short with the customer at some point. Therefore, it is essential to see these opinions as useful content to help build a better experience in the relationship with customers. For each of those inactive, seek their opinion of your company. The best way to do this is by offering ready-made questionnaires, with answer options, as this directly impacts the measurement of the survey. The feedbacks will measure the level of satisfaction with the different points that make sense for your company. There is no rule about what to question, that is, you can ask anything you want. Just remember that your goal is to understand what has generated inactive customers in your business.

Author's Bio: 

I am a professional blogger/writer and have been writing as a freelance writer for various websites. Now I have joined one of the most recognized platforms in the world.