Staying In Touch

How many times have you been to a network meeting and come away with a handful of business cards? That might be some people's sole purpose but what do you do with them all?

You're unlikely to make a sale on the first contact. Customers and clients need to get to know you first and build up a relationship and the time needs to be right for them to buy. It takes approximately seven contacts before a prospective client will buy from you.

How are you going to build a relationship with your potential customers? What do you need to know about them - what do they want and need? Do they need your services or do they know someone else who might?

If your initial contact was brief - follow-up within a day or two of the first meeting. Send them an email, make a phone call, send an article or information that might be of interest or relates to something you discussed. If they expressed an interest in something you had to offer, arrange a meeting with them so that you can get to know them better and find out more about their wants and needs. This is the start of building a relationship. You don't yet know if they're either the right customer for you or if they're ready to buy.

Set-up a system that enables you to stay in touch with them on a regular basis. They are then more likely to come to you when they need your product or services.

How do you stay in touch today?