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July 16, 2008 at 08:00 PM
How often are you in contact with your clients? Three or four times a year? Do you put all your clients into the same contact campaign? Did you know that even a low volume contact campaign should include 10 or more points of contact each year? And your ideal clients should be getting a higher volume contact campaign, which can include 18 to 58 or more points of contact each year. Sound impossible? It’s not. Sound too time consuming? It shouldn’t be.
First, choose your contacts. Divide your clients, prospects, professional referrals, friends and family into two categories: ideal contacts and non-ideal contacts.
Ideal contacts are people who are or could become ideal clients, as well as those who could refer ideal clients. Accordingly, non-ideal contacts are people who are not currently and aren’t likely to become ideal clients, and could not refer ideal clients.
Next, choose your message and frequency. A high contact campaign should have at least 58 points of contact each year. Some examples include a weekly economic update, financial articles or newsletters, a birthday card or client anniversary card, and holiday cards for Memorial Day, Labor Day, Thanksgiving and Christmas or New Year’s.
