I did some research on what has worked in the past (and what has not), and this little tip has been successful time and time again. I hope it benefits you:
1. Divide your contact list into A, B, and C categories.
2. Identify A’s as people who are past customers or key connectors you need to stay in touch with every month.
3. Identify B’s as prospects or connectors that you need to contact every two months.
4. Finally, identify C’s as those people that it is beneficial to contact four times a year.
5. Write a personal email to each of the A, B and C people asking for an update on how they are doing and add something that they will find value.
6. Keep track of this in the customer relationship management system of your choice (ie High Rise, Sales Force, ACT, Outlook).
7. Repeat consistently.
The key here, is that it is a system of building rapport. People buy from people they like and trust. By simply making it a process of staying in touch, your sales will increase.
Remember this… no one cares how much you know until they know how much you care.

Leave a Reply

Your email address will not be published. Required fields are marked *

Post comment