Okay here is a different approach to moving old customers into taking action, yet, it is controversial and is a whether bold initiative.
Let’s set the stage as to why this tactic would be put into play.
First, your customer has not purchased anything over a 12 to 24 month period. And, they tend not to return phone calls or emails with any consistency.
Second, these are the customers (usually past customers or even non-customers) who contact you every month for a quote or for you to bid on an RFP. Yet, you never get any business from this account and typically there is no reasons provided regarding you no sales situation.