How Do You Make Contact?

Making contact with your prospects and customers on a regular basis is critical for ensuring the long-term success of your business. You should follow up or make contact with a prospect 9 – 12 times before they’ll buy from you. Unfortunately, most people give up after the first one or two times! And the more you stay in front of current customers, the more likely you’ll be top of mind when they need to make an additional purchase.  The goal of follow up is to create conversations. Conversations lead to relationships, and relationships lead to more business and referrals.

Here are some creative prospect and customer follow up ideas:

Send a card.   A personalized card is a great way to stay in touch because it’s unexpected, especially in our technological world. Send a card for a birthday, an anniversary, a holiday, or just to say hello. You can even send a card with an upcoming promotion or a coupon for a future purchase. 

Send them an article of interest.   If you take the time to get to know your prospects and customers, you should know a little about their likes and interests. If you come across an article, blog, or video online you think they might be interested in, pass it along. They’ll know you were thinking about them and appreciate the gesture.

Add them as a friend on Facebook, Twitter, or LinkedIn.  You can import your contact list into any of these sites and automatically search for your prospects and customers. If they have a profile, add them as a friend and write a personal note to accompany your request. This allows you to follow up with them on a much more frequent and personal basis—great for relationship building.

Invite them to an event.  Are you hosting or attending an upcoming local or virtual event?  If so, invite them to join you.

Introduce them to one of your contacts.  Be a master networker and make some connections.  Send an email out to both of them and make a brief introduction. Be sure to follow up at a later date with each person individually to see if they ever connected.

These are just a few creative ideas for follow up.  Be sure you schedule follow up time on your calendar. Consistency is key and those business owners who follow up on a regular basis will reap the rewards in repeat business and referrals!

PAMPER YOUR EXISTING CUSTOMERS IN 2013!

One of the very first statistics business owners learn is this:  80% of your profits come from the 
top 20% of your customers.  Yet so many small business owners spend all their time focusing on attracting and converting new leads that efforts directed at existing customers completely fall off the radar.

Consistent communication with customers is essential--and this shouldn't end once a first sales is made.  Customers who had a positive experience with your company are more likely to think of you the next time they need a similar product or service.  Continue to develop relationships through nurturing what customers care about and letting them know about complementary products and services they might enjoy.

The best way to accomplish this is to create automated follow-up campaigns based on a scheduled sequence that continues to communicate with customers in the form of direct mail, email and other methods.  You could target this comunication to feature new products, services or promotions based on your customers' previous buying history, ensuring you're always delivering something of value.

I use an automated greeting card system called SendOutCards.  Through scheduled campaigns I send thank yous and other notes of encouragement to information about new products I offer.  Everything is done online, so I never have to leave my computer for efficiency and expediency.  When I want to
make it even more personal, I add photos and customized messages.  Regardless of the system you choose, the key to increased profits is in pampering of your customers by keeping in touch!