Believe it! If you don’t have deliberate (and creative) ways of staying in touch and reminding prospects and clients that you’re a valued resource, they won’t call you. Everybody is busy and rarely does it occur to your prospects that they should be getting in touch with you. It’s your job to remind them — and it’s simply a case of staying top of mind.
In the spirit of OOSIOOM (see the catchy title), here are some approaches you can put into practice to jump start your strategy.
1. Make your calls
Way back when, I worked on Wall Street as a broker, which is to say I was a cold caller. This was before the Federal Trade Commission and Do Not Call list made things interesting. I was lucky enough (or unlucky enough) to work directly for the CEO and make all of his calls, which amounted to about 250 calls each day. Think Glengarry Glen Ross leads, The Boiler Room and a Rolodex. I got pretty good at making calls, but was ready to snap after six months.
I don’t want to see this happen to you as an advisor. Make the same number of calls every day, but keep them modest. The idea is to gain momentum and to get good. You can do this by setting a routine. Make 20 calls, 30 calls or whatever the number is at the same time of day, every day. Morning is always a good time to do this, say between 9-10:30 a.m. Get it over with and go into the rest of your day with momentum.
And remember, there are different types of calls. You may be looking to set appointments, follow up, return calls or create alliances. Whatever your purpose, make a specific amount of revenue-producing (RP) calls every work day. Learn from the best phone person in your office (or look up Gail Goodman and learn from the best phone skills trainer in the industry).
2. Send a card
A handwritten card, that is. When was the last time you received a handwritten card in the mail? Exactly! Think of the reaction you’ll get from prospects, clients and networking connections when they receive a handwritten card. This shouldn’t be anything “salesy” or pushy, just warm and engaging. You’re just looking to touch base in a personal way in an effort to compare notes and catch up.
Start each day by putting anywhere from one to five cards in the mail. One a day is five a week, 20 a month, and 240 a year. That’s a lot of touch points! Keep it simple. Purchase blank cards in bulk. This shouldn’t be time consuming or a lot of work. If it is, you won’t do it. Make it fun!
3. Mail an article
If you stumble upon an article in a business magazine, newspaper, newsletter or blog, why not forward it to those you think will appreciate it? It’s best if you can send it snail mail, with a personal note attached:
Hey Barney! I hope all is well! Read this and thought of you! Let’s catch up soon.