Work The Tail

Posted on December 11th, 2008 by Larry Chase

Many marketing businesses are guilty of spending all their time and attention on working the acquisition or front end of the sales pipeline – and leaving good money on the table back at the tail. The tail end is where existing or previous clients and customers reside. You’ve already got them, or had them at one point. How many billions of dollars are left on the table because leads weren’t followed up on, or only a single pass was made without giving them a second thought? There’s good money in the relationships you already have. LC

The Internet Marketing Tip above originally appeared in Larry Chase's Web Digest For Marketers which you can subscribe to at no charge at www.wdfm.com.