How do you stay in touch with your past clients? Do you follow up with prospects? Maybe you send hand written notes such as thank you or send a holiday greeting card to clients or prospects. When you do, what is in your card? Do you send hand written notes such as thank you or send a holiday greeting card to clients or prospects? What is in your card?
Staying in touch with past clients is very important to many businesses. It is one way to build a referral base as well as promote repeat business. Another purpose would be to let your prospect know that you are interested in their needs and would like to do business with them. These all seem like very good reasons to send a personal note, right? In some cases the answer would be yes, others don't answer that so quickly. Let's take a look at these to see what our purpose is or maybe should be.
More often as we make contact with someone new they are a prospect. When considering a follow-up system to stay in touch the purpose would be to let him or her know that you want their business. So how do you say that? Are you straight forward or do you use a "soft approach"? I personally like the soft approach. I first say I appreciate the fact that he/she took the time to meet with me - then I add that should they have any further questions or concerns, I'm here to help you, etc. HERE is the big question - Do you enclose a business card?
Let's move on to past clients. I like sending birthday cards, holiday cards, it's time to turn your clock card, and I'm thinking of you cards. For these I use greeting cards which are sent through the post office. For one thing I hate receiving the "e-cards" so I don't like sending them either. I find going to the mailbox to find a personal greeting card has a great impact and more meaningful. Whenever I send these cards I never mention my business and I never ask for a referral. I want to continue the relationship I began building when he/she was an active client of mine. HERE is the big question - Do I enclose a business card?
Looking for the answer to the BIG question? Here it is! I recently read a terrific book, "Appreciation Marketing - How to Achieve Greatness Through Gratitude" by Tommy Wyatt & Curtis Lewsey. It is a must read if you are looking to really build your business by taking it to the next level. Now for the business card. Image someone offering you a beautifully decorated cupcake. You can see a little of the cake which looks like chocolate which is your favorite. As you approach the cupcake you begin to smell a fowl odor - suddenly you realize it is not a 'chocolate" cupcake after all - but "dog poop" that someone has decorated to fool you. Ok so that's not the best joke in the world but it is an illustration used in "Appreciation Marketing" as that is representative of someone receiving a really nice greeting card such as a birthday card but when they open the envelop and remove the card out falls one of your business cards. Yes, I too am guilty of doing that especially with Christmas cards or New Years cards. I've learned my lesson though so no more business cards even in my Thank you cards. When they have done business with me they know what I do and don't need me to always include a business card.
The lesson here is to know when to solicit business and when to appreciate someone for past business. When you add a personal touch and let your clients know that your really "Appreciate" him/her not because you want more business you will be amazed at the "unsolicited" results.
Interested in an automated follow-up program whereby you are sending personalized cards with your writing and signature, sent to their home mailbox yet you never touch the cards? You are in front of your computer now, give me 10 minutes and I can show you exactly how easy it is. Call me now 703-402-9668