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How to awaken dormant accounts

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You know the situation. The project is completed and there is nothing left to do. You did a good job and the client is more than satisfied, but it’s over and time to move on to other projects and clients.

However, though you are moving on, must you really get “divorced” from your previous, and now, dormant account?

The answer is a resounding no. Separation perhaps, but not divorce, because there is always the potential of a renewed relationship on yet another project further down the line.

But just how can you renew the relationship? Might it be by “keeping the faith”? Definitely not!

While faith is fab, it does little to renew business relationships. You have to continue to add value even when a relationship is in a hiatus period.

You want to maintain a connection but you must do it in a way that provides a benefit. That means sharing information and invitations, extending worthwhile introductions. It doesn’t mean “checking in” or “ touching base” and other overtures that will waste your (inactive) client’s time.

So feel free to keep the faith but make certain to deploy sound sales and marketing tactics too. Then, and only then, might you see that client again.

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Adrian Miller has more than 20 years of experience as a sales training expert. She is the founder of Adrian Miller Sales Training, which offers real-world solutions to real-world situations for clients. To find out more, go to or visit her blog at