Have you ever wondered what to do with all those business cards on your desk and names in your database? Your time has come to use them all, and to differentiate yourself from almost everyone else.
In January, you have a total of 31 days to call every client and prospect, you ever met, to wish them a Happy New Year. Even if you once upon a time promised to call but did not follow-up, each person will be happy to hear from you now. But, first let’s address possible skepticism.
You are probably thinking, “I can’t call thousands of people in one month’s time.” That’s actually true, but here is the why and how to tackle the project, and how to proceed with those who don’t make it to the top of the list in the first 31 days.
Why go to all the trouble of contacting all those people? Think about it, wouldn’t you welcome a surprise call or message with that cheerful greeting?
Current clients should be at the top of your list. Make your conversation personal. Ask how their holidays were spent. Show interest by asking questions and sharing enthusiasm about the events as they are described. Most people will be happy to relive those special moments. By having a give and take conversation reliving the holidays, you will strengthen your relationships.
Next, ask about anticipated projects for the New Year. A window of opportunity may be realized as you hear what is being planned. Let it be known an idea popped into your mind. Treat the other person as a confidante by putting your idea into question format asking if they would be interested in it. You give your client opportunity to provide their honest opinion. This act alone will be deeply appreciated. Should you detect an ounce of curiosity or sincere interest, you now have an opportunity to schedule an appointment that you might not otherwise have had ~ all because of a seasonal phone call.
Next, call to thank past clients for past business and wish them a good new year. Similarly approach the conversation as outlined above moving from how the holidays were spent to new plans for the New Year. Proceed to the new projects you have lined up to determine if potential for future business exists. You just never know when people will need your services once again. Surprises do happen.
Contact as many of your prospects as possible. Let them know you were thinking of them and would like to catch up. Suggest the updates might result in referrals for one another. Again, it is highly unlikely anyone would turn down that type of offer.
And for the remaining folks, connect through the year. Remaining in touch with as many as possible will have you uniquely standing out and building your personal brand as someone who truly cares. Your clientele is now encouraged to rely on you ruling out purchasing from others in your field.
Successful selling comes when you become the go-to person for your clientele and it produces the very Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, (800) 704-1499, was honored by Open View Labs as a “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press. Elinor is available for keynotes and consultation.
