Absolutely

A while back a PI wrote to me explaining how he had a steady stream of investigative work from a solid corps of clients at one time. About seven years ago he decided to pursue some other business activities, but has since decided he wants to go back into his previous investigative work. He wondered if he should pursue his former clients, but wasn't sure it would be viewed as progressive or regressive in his career.

Should he try to re-engage his former clients? Absolutely!!! Here's why.

His previous clients already know and appreciate his skills and are quite likely to use him again. They may not all come immediately flocking back if they are currently using someone else, but he is a known commodity to them, so they will certainly use him again, either now or later. People will recognize and want to take advantage of his talent; and I think they will understand and even appreciate the fact that he tried something else for a while. That demonstrates a willingness to learn and grow, not an abandonment of his clients. They will probably welcome him back with open arms, rather than question his previous intentions.

Furthermore, marketing to previous clients is a great tactic to pursue for any business professional. Again, if you have a proven track record with someone, why would they want to go anywhere else, no matter the product or service. Previous clients are the absolutely right people to pursue, whether you are continuing to offer the same services or are launching something entirely new. If I ran a dry cleaning business and finally decided to pursue my lifetime dream of operating a donut shop, I would still contact everyone in my database and extend some special customer offer to them. They know me; They like me; and they will really like my donuts. In fact they may try my donuts only because they liked my dry cleaning service.

I understand his concern about the client's perception of him moving away from them. What's more important is their perception of the quality of his skills and services.The message is the same for you: You should always court your previous clients, even if you have not heard from them for a year or two. Even if they don't have an immediate need of your services, their positive impression of you fosters positive word of mouth, which everyone needs and which everyone also needs to nurture and develop.

Your former clients are your goldmine, whether you are re-estabishing an old service, starting a new service or just continuing what you always do. Make plans now to get in front of them on a regular basis in 2012, via a mailing, blog, newsletter, gift, special offer, etc. Remember that they really, really like you....and you will really, really like you, too, as you see your business continue to grow.