This month, I’ve been coaching an independent communicator who was having trouble stirring up new business. We talked about a recent industry conference she had attended, the people she met, and the business cards she handed out and collected.
Most of us have been in this situation: You meet people at an event, you seem to click, and it looks like there might be some ways to work together for mutual benefit. You may even think you’ve met a new client who needs a great deal of help from you.
That’s what happened to my friend. And yet, a few weeks after the conference, nada. No one phoned her, no one emailed. I asked her to look at her website stats, and it didn’t appear that her shiny new contacts were visiting her site.
What to do? Pick up the phone.
I suggested that she phone the “warmest” prospect from the conference. As it happened, he was receptive on the phone, since he remembered meeting her just weeks earlier. She asked about his business and what some of his challenges were. And before she could even suggest it, he remarked: “I bet you can help us.” Then my friend described similar situations faced by other organizations, and how she had helped them over the hurdles.
Was information about her services available on her website? Sure. But it was the personal connection, the one-on-one phone conversation, that helped her to move this contact from warm lead to hot prospect. Next week they’re meeting in person to discuss a project.
With all of the technology and instantaneous communications at our fingertips, we sometimes forget the power of the phone call. These are not “sales” calls or “cold” calls. You’re not pitching. You’re connecting, seeking, sharing and building a relationship that may bear fruit now or down the road.
What are your feelings about warm calls?
So true! If you view the call as simply checking if there is some way you can help another person, that's a much better mindset going in than "I'm going to pitch a prospect." If you meet someone new and exchange cards, both parties expect some sort of follow-up, which can mean anything from a pleasant conversation to possible work to a new relationship.
Posted by: Sue Horner | January 12, 2011 at 02:09 PM
Sue, I'm amazed when I meet someone and exchange cards, and I ask them to follow up with me because I want to hire THEM. And they never call!
Following up is always better than ignoring someone. Sheesh.
Posted by: Donna Papacosta | January 12, 2011 at 03:43 PM