Last week I wrote about the importance of physical touch. To follow that you should figuratively stay in touch as well.
Whatever your connections are with people, it’s important to periodically touch base with them. It takes less than five minutes to reach out in the following ways:
• Phone and comment on research, an article, a book, or whatever you found that would be of interest.
• Send a copy of research, an article, or a book.
• Phone to give a compliment on a business success.
• Send an article that you wrote.
• E-mail an inquiry as to whether the person was affected by the flood or snowstorm that hit his or her area.
• Contact the person’s secretary or administrative assistant with something of benefit.
• Phone or e-mail to ask for an opinion on something you’re working on.
You get the idea. The list is endless.
About once a month, I receive an article of interest from Paul Schlossberg. He’s the CEO of D/FW Consulting, and he travels a lot. On his flights, he seemingly reads every magazine published, and he constantly clips articles to send to people in his community of contacts. One of his secrets is that he has envelopes pre-addressed and stamped in his briefcase, so when he sees an article, it takes about three seconds to send it out.
Another person who knows how to make himself a valuable source is Eric Weissmann. When I finished interviewing him for a book I was writing he asked this simple but great question: “Is there anyone you still need to interview for the book? Is there someone I could introduce you to?” Comments about such assistance is a sure way to win someone over.
Mary Mandell says that every time someone asks for her help or advice, she goes out of her way to give it to them. Every time a headhunter calls, she “always, always” returns the call and gives a referral. “I’ll even refer people I don’t know if I think it will help them.” She adds, “I always ask how the recruiter found me, too.” That way she can follow up with the person who passed along her name.
People like Schlossberg, Weissmann, and Mandell really get it.
As you can see, there are plenty of ways to create connections on your own daily and weekly – to reach out and touch someone.
