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Know Thy Customer
Exiting customers are a Goldmine for new business.
Keep a Pulse on what your customers are doing.
If your customer is publicly traded ... track their stock ticker. (yahoo finance portfolio is a great resource for this ) You will also pick up some news about what kind of changes / mergers / acquisitions might be coming up for your client. If you know they are the target of a merger / acquisition / expansion, you can be proactive and call your contacts and let them know you are more than prepared to handle the expanded company and would welcome a meeting to discuss.
Subscribe to their e-mail newsletter and or blog. This is especially helpful if you work with medical facilities. Wouldn't it make a great impression to send a new doctor a welcome letter and to encourage them to call with any questions or to test their pager / sms communications? Now before they are on call for the first time they already know your company and the format they will receive messages in. Companies may also announce plans for a new department or project that you could be very proactive and call them to set up a meeting on how you can assist.
These kind of proactive calls make a very favorable impression and are not likely to be forgotten. This instills a further comfort level with your company and increases customer loyalty.
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