When maintaining a WSI franchise, lead generation is an important part of the process. You have to drum up business in order to survive, after all, and getting people interested is part and parcel of your success.

That said, it isn’t necessarily new contacts that provide the most resources. Oftentimes it is the existing clients you’ve worked with before that provide the best business overall. Study after study shows that repeat customers are the ones that tend to supply businesses with their best revenue, so it’s important to understand ways to take advantage of this fact.

One thing to consider is how to bring back existing customers with whom you might not have had contact for a while.

Perhaps they were happy with their site and didn’t see a need to get more information from you just yet, or maybe they didn’t quite realize you offer more services than the initial campaign you provide. Whatever the reason, it is quite likely you still have many of your older clients’ contact details if you’ve been building a proper email database.