Work your old leads and past customers. In an economic downturn, businesses often cut costs. They turn off services like marketing and advertising in order to keep the lights on. Eventually, they realize that in addition to cutting costs, they need to drive revenue, and that some of the services they cut off are actually necessary to stay afloat. This is an opportunity.
Go through your old leads, and also reach out to past clients who stopped using your services. Sometimes they just need time to figure out that they need you more than they previously thought. Ask them about their pain points, and how you can bring them value to help drive new revenue.
It’s a good idea to study their business before you call. Look for some quick wins that you can use your skills to deliver to them. Offer a competitive rate to get the job, and then go above and beyond. If you deliver tangible results that they can tie to increased profits, they’ll likely start or renew a contract with you.