When I was talking to a mate of mine the other day I was reminded of something we often forget.
I asked him how business had been and he responded enthusiastically that it had really been fantastic, the best in years in fact.
“What have you done?” I enquired.
“Well,” he said, “I was reminded of what you have often told me and that is to never forget my existing clients. We resolved to make sure we talked to them and, where possible, by phone or in person, not with an impersonal email or social media message. The fantastic result was that our clients were delighted to see us, especially over a coffee and the croissant we took with us.”
The “how’s things?” call is one of those techniques every businessperson should use.
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The result was that almost every call created more business and one client produced nine assignments.
In this busy, cyber obsessed world, where so many people tend to rely on their digital devices to nurture client relationships, one off face-to-face, eyeball-to-eyeball, belly-to-belly contact really does work.
The question for you is simple. Are you popping around to see your clients in person or making the “how’s things” phone call?
You’ll find it really worthwhile.
Absolutely good advice. The “human factor” is just so important today and can us apart from competitors and making personal contact and seeing face to face can make an enormous difference.
Excellent advice Wayne.
Definitely. Its worthwhile ringing the clients to say hello and check up what they are up to, identifying gaps or new opportunities to serve them especially in the new year. Thank you Winston.
Yes Rachael its quite amazing how worthwhile it is. The “how’s things call” generates up to 7 pieces of business from every 10 calls… much through referrals.