In today’s dynamic job market, one of the most effective strategies to grow your business is by reconnecting with past customers who have moved to new companies. This approach not only leverages established relationships but also opens doors to new opportunities. Apollo.io offers a robust solution for automating this process, ensuring you never miss a chance to re-engage with valuable contacts. Here’s how you can set this up.
Step 1: Build Your Contact List
The first thing you need to do is compile a list of your current customers in Apollo.io. You can do this by either uploading a CSV file or through CRM integration at the contact level. This list will be your primary resource for identifying past customers who have transitioned to new roles.
Step 2: Create a Workflow for Job Changes
With your contact list in place, the next step is to create a workflow within Apollo.io specifically designed to track job changes. Set the workflow to run weekly, checking if any contact on your current customer list has taken a new position. If a contact has indeed changed jobs, you'll want to add them to a specialized contact list (e.g., Customer, New Account, Job Change) and create a task for your sales team to reach out.
Step 3: Automate Outreach
While personal outreach through phone or LinkedIn is effective, automating the outreach process can save you invaluable time and resources. To this end, add the contact who has changed jobs to a dedicated email sequence titled, for example, “Past Customer, New Jobs.” Deciding who the email should come from – the contact owner or the account owner – will depend on your sales team's structure and territory setup. You might opt to create a task for someone to review this and decide the best course of action for each contact.
Step 4: Implement and Monitor
After setting up your workflow and saving the changes, Apollo.io will continuously monitor your customer base for job changes. When a past customer moves to a new role, they’re automatically added to the designated list, a task is created for outreach, and they’re enrolled in the outreach sequence. This seamless automation ensures that you maintain a connection with customers, leveraging their new positions to potentially unlock new business opportunities.
Conclusion
Staying connected with past customers as they navigate their career paths is a smart strategy for sustained business growth. By using Apollo.io to automate the detection of job changes and the subsequent outreach, you’re not only optimizing your sales process but also strengthening relationships that can lead to future sales. Implementing this strategy is straightforward and can significantly impact your ability to re-engage with valuable contacts in new environments.
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