Want to win more in 2017? FOLLOW-UP . . . on your prospect conversations, your meetings, your emails, and introductions.
If you want a relationship with a prospect, it’s in your bucket of responsibilities to build, maintain, and manage that relationship. It’s not in their hands, it’s in yours. So many people don’t get around to following up, saying thank you, sending relevant information to a contact or inviting them to coffee or lunch. They just let it be. And, I love that! That means the competition just self-eliminated themselves from the field by not being professionally persistent enough to make the effort to win that new relationship.
Here’s what you can do:
Always think about ways to move the relationship forward. What will be your next point of contact? What can I provide that person to help them solve their challenges?
Your goal, with every meeting, is to advance the relationship. Don’t leave a meeting saying, “See you around some time.” Leave every meeting and conversation by establishing the next point of contact with comments such as, “I’ll check back in with you in three months” or “I’ll send you an article I just read that I think you’ll appreciate.” Be the principal-in-charge of the relationship and don’t leave it to chance for the other person to manage it.
What about anchoring relationships? How do I do that?
Anchoring a relationship means that the other individual can, finally, remember who you are when you call them next or see them. That takes multiple contacts with them, whether those are face-to-face, email, phone or text contacts. Don’t expect someone to remember you after one howdy-do at an organization event. Don’t expect them to know who you are after sending them one email. It takes repetition and a lot of it.
It also takes concentrated repetition. That means your contact with them is focused within a time-period. Meeting someone at an event in January, then, expecting them to remember you in September doesn’t work. Anchor the relationship within 30 – 60 days of meeting them and anchor that relationship after your initial introduction with these ideas:
Be creative, but, be YOU! Your goal is to make sure that after a two-month period of being in touch with this individual, they will remember who you are. That makes it much easier to continue to stay in touch, build the relationship, and have a new, great person in your network that you can assist and who can assist you.
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