You’ve heard us say this before. Networking is one of the strongest marketing tools you can use to grow your business. Well a big part of networking happens not only face to face at schmoozing events, it keeps happening if you follow up with people.
Keeping in touch is a key part of this game. It’s a big part of building a relationship and in business, relationships are everything. So what’s your ‘keep in touch’ plan? Especially as we are in a weird economy with some of us not knowing when the next client is coming from it’s a good idea to plan how to keep in touch with clients and prospects and create the right tools to do so.
So today I’d like to start a series of posts that can help you create your own ‘keep in touch’ toolbox. I’ll share some ideas that worked well for me in the past and hopefully some of them will inspire you to try something new.
First tool in the ‘keep in touch’ toolbox is the “Touching Base Connection”. Send a short email message to the clients who you haven’t worked with in a while and to prospects just to say hello. I bet if you looked in your address book right now you can pick at least 30 people to get in touch with. Write them each a short, personalized email and say something like:
It’s been a while since we’ve connected. I was just looking through my address book and your name jumped out of the crowd!.
Just thought I’d send you a quick note to say hello and see how things are going on your end.
Would be great to hear from you sometime soon!
Best,
Peleg
Note how this email does not ask for anything in particular. It’s simply starting a conversation. It’s casual and it’s in your own friendly voice. Let your personality come through and keep it professional. You never know where that could lead to.
And for those of you who are brave enough to try this in person, I dare you to pick up the telephone and over the next week call 30 of your clients and prospects and just say hello. You game?
Hi Peleg,
I will attest to the fact that this works! In early January I identified 32 people (clients and prospects) who needed to hear from me. While I didn't drum up any huge projects I did however get a couple of clients to consider going forward with some small projects. Most people are just happy to hear from you and in a positive way! I also scheduled meetings with prospects who have been on my radar for quite some time and I added a few people to my e-newsletter list.
Now, of course, gotta find another 32 people to contact next month!
Thx for the great posts-
Susan Sharman
Posted by: Susan Sharman | February 21, 2009 at 10:22 AM
i used to do these kinds of casual check-ins but i've become convinced that i should, in some way, demonstrate some value in every contact i have with someone.
it could be as simple as saying, "i heard xyz about your company and was curious to hear your thoughts" (demonstrating that i have the person/their company on my radar) or "i recently wrote a blog post/article/etc. and thought you might be interested" (providing an opportunity to showcase some of my writing).
Posted by: Denise Lee Yohn | February 21, 2009 at 07:04 PM
I took your challenge! But instead of calling, I e-mailed them... I sent out 30 e-mails and have already received 16 back, in 4 hours! Talk about stirring things up!
They were so excited to tell me everything that has happened to them!
Who else wants to take the challenge? You'll be surprised on the response you get! DO IT!
Posted by: Kami Tremblay | February 26, 2009 at 06:27 PM
I wanted to let you know that I have been following your blog posts on the Marketing Mentor site for a long time and I must send you a big THANKS! I read your post about contacting past clients/prospects.
I have to tell you that it worked! I contacted 15 people via email and 2 via phone and already have 4 projects lined up for the next two weeks. Thanks for the encouragement.
I urge anyone reading this post to take the challenge-you'll survive- I promise!
All the best to you!
Posted by: Sarah Daly | March 09, 2009 at 09:44 PM