I called an old client… what happened next might shock you.

Yes, it looks like a clickbait headline, but it's not. The headline is my way of getting you to focus on something essential if you are trying to grow your business.

So, here's the story. I got an email blast from my ex-client telling me about a new product. It had a link to a YouTube video, which I clicked and then watched the 2-minute product demo video. It was a good video and did the job of showing me what the product was all about.

I thought it would be nice to email him and let him know that I thought the product and the video were good, so I did. Within minutes I had a reply.

His message asked how I was, how business was, congratulated me on my recent book and also mentioned our dogs. Any dog owners will know, like kids, they become a great source of conversation. There were so many questions in the email that I thought it would be easier by phone, so I called him.

He picked up the call right away, and for the next 22 minutes we talked about all sorts.

He asked me about the book, which meant having to tell him about my Dad's death. He then explained that he had lost his mother in January. We discussed the circumstances of each loss and the impact on our lives. We talked about the book, our dogs and more.

Then at the very end of the call, perhaps the last 2 minutes, we spoke about business.

He told me how things were going on his team and asked about the workload at Sociatech. As is often the case, I explained that we are fortunate not to have to look for work but we never turn it away.

Then it happened.

He discussed some new work. Thirty minutes earlier, we hadn't even spoken since the last project about nine months ago, and now he was discussing a new project with me.

We often think that finding new work is about finding new clients; however, sometimes it's about connecting with old clients. They may think you are too busy to do the work they have; it may be they've just forgotten you can help.

Whatever the reason, it's worth calling old clients for a catch-up... you may never know where it leads, it may be just you and them shooting the breeze, or your next gig, but you never know.

Remember, it's easier to call an old client than to find a new one.