Our first Marketing Roundtable was quite successful, informative and entertaining! (Thanks Mad Hatter Mike – for the info and the fun).
Below are the highlights of the topic “Staying in Touch with Your Clients” shared by our members during the meeting:
Mike gave a short presentation on promoting your/your company’s ‘unique-ness’ and thereby causing the question – “What is that? Why do you have that on? or What is.....?” and opening the door to tell someone about your company. For example, Mike wears 3 watches, Larry and Bob always wear their embroidered company shirts, Anna always wears her name badge. Mike’s point was to do something that fits you, your personality and moreover your company. He also brought up the ‘rule of 250’ – when one person hears about something and tells a couple of people and they tell a couple of people....well, you get the gist. Some research has shown that ultimately a minimum of 250 people hear about the one thing you told one person.
Then he escaped from a straitjacket.
Anna also shared her ‘touch points’ program. In this she looks at her Top 30 clients, based on her own criteria, and utilizing her program, she makes contact with each of them 30 times in a year. She pointed out that this may sound like a lot but that it is actually pretty easy to do. She sends a postcard every month with helpful information that may or may not relate to her industry but is ‘good to know’ stuff. (In Aug. she talked about tax free weekend) She also does a monthly mailer o those 30 that is again not about her as much is just good informative knowledge. Then, given her business, she knows when they bought their house – sends a Congratulations card, and a birthday card. Twice a year she sends something personally related to her and her business. Not too difficult! She would confirm that it is a proven positive method. She also pointed out the higher success rate of actually being read by the recipient when the card is handwritten and stamped with a real stamp.
Other excellent points made by members include:
Kandi – Taking the time to make a follow up phone call after the sale – make sure your client is happy. Excellent point!
Dominic – Take notes when meeting with a client – helps you remember key points and not-so-key points that help with follow up meetings
Robert – Make your ads simple and catchy – you want to make your name synonymous with your service or product. Don’t clutter ads with long lists or bullets of everything you do.
Melissa – She uses the 3 + 3 + 3 program – this is client contact after 3 days, after 3 weeks and after 3 months with info/questions geared to your own company that help you continue business with the client.
Larry – If you give promotional items to clients – make sure it is something your client will use – not throw out or put in the junk drawer.
We discussed organization of these programs:
Anna uses spread sheets. She has offered these for anyone in the group that would like to use them – you would just change the heading information to your own company name. Thanks Anna!
Melissa uses a rotating system that helps her keep track of which ‘3’ her client is on. She uses her computer but also suggested an easy collapsible file folder for rotating.
One other point Anna made that was fantastic – she asks callers on her voice mail to please tell her in their message who referred her to them. The great point is that 99% tell her in the voice mail. They can’t wait to say it. Referrals & networking WORKS!!
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