Almost certainly the “how’s things?” call will generate more business for you. Here’s how it happens.
When you make that “how’s things” call and you get your client, customer or patient chatting, invariably somewhere in the conversation they say something like “Oh, by the way, I’ve been meaning to call you.” Now they haven’t really; it’s just the fact that you called them and that’s reminded them of something that’s occurred in their life relevant to you.
For example, it might be they’ve got a problem. Now they wouldn’t have thought to ring you about their problem. Probably they’d talk to the person who fills their car with petrol or somebody in the supermarket or the guy next door or the woman over the road but, because you’ve rung, they are going to chat to you about it. When they do so, the chances are that it’s a problem you could help them solve but they wouldn’t have thought to ring you about it.
When they get out of bed every day they don’t ask themselves “What do my suppliers and advisors do that can help me solve my problems today?” They don’t automatically think of you and, even if they did, they may not know or believe you could help them.
The astonishing fact is that about six out of ten of your “how’s things” calls will give you new business. It won’t always be new business directly but a heck of a lot will be.
About 50% will come from that wonderful source known as “referrals” because they will say something like this, “I’ve been meaning to call you. I was talking to so and so the other day and I said that they ought to talk to you. I was going to ring and tell you.” That’s generally not important enough for them to ring you but, when you ring them, they’ve got the chance to tell you. So you get the details of the person they were referring, give them a call and bingo, more business.
That’s the “how’s things” call and it’s one of the most powerful techniques you can use in your business.
In fact, if you are a professional, an accountant or lawyer for instance, you’ll probably double your practice income inside 12 months just by religiously making “how’s things” calls.
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