How often should you stay in touch with clients? There are many useful strategies for both how to stay in contact with clients and also on how often. Here, I’ll go over some common – and some not so common – theories on staying in contact.
Spread It Out
Instead of making contact for two hours once every six months, try staying in touch more often with shorter meetings. That way, if they are in need of your services, or if you are running some special promotion, you have the means to contact them faster.
Get it on the Calendar
If your dentist can lock you into your next cleaning six months in advance, why not schedule out your next client meeting. You can then lock them into to a time and have the means to continue pitching on an upcoming product you want to sell. This is simply good business; you want to continue making contact, not just making it a few random phone calls every few months. And even if the originally scheduled appointment doesn’t work out, it’s usually easier to reschedule a meeting than set up a new one.
All Businesses, All the Time?
While you should be professional and probably wouldn’t send your average client pictures of your children or pets, you may still consider contacting clients outside of busy business times. Make a judgment call here: if they seem receptive to some small talk that is a good way to build value with your client. If they like sticking to business, you might do some of your own research on certain things they like – send them an email about a computer store blowout if you know they like PCs, for example.
Let Them Come to You
It’s great when new business finds you and loyal clients come back on their own. Nevertheless, maintaining the sales cycle of querying is important. Even if clients are coming to you eager to buy more, be sure you also start some discussions. It is best if communication goes both ways and both parties initiate conversation. Just because clients are coming to you now, doesn’t mean your competition isn’t contacting them and slowly stealing your business. If you fall out of contact with a buyer, big or small, it could affect your bottom line in the long run.
The Social Network
It’s hard to say what the future of the internet may hold, but it’s likely with over 500 million active users on Facebook today, social media will be a part of it. With such a vast reach and growing market, for a business, social media is obviously a place for more than just chitchat. You can make contact with many of your clients on Facebook, LinkedIn, Twitter, and other social networking sites. This can be quite valuable with faster response rate than even email.
Stick to the Plan
Once you create a strategy for how to stay in touch with clients – and it can be very different from the above ideas – try your best to stick to it. Clients will start expecting you to make contact, to tell them about sales, and the more they think about your product the better.