Who is your top client, top prospect and top referral source? If you’re not sure who your top 3 are, you can determine them by dollars transacted or number of transactions closed. If you’ve heard me speak or read my book, you know that I call your top the crème de la crème. These are very important people and you need to take care of them. If you don’t, they will be open prey for your competitors. How do you take care of them? By following up, staying in touch and showing appreciation.
My challenge to you today is to follow up with your top 3. You can follow up to see if they’re ready to do business or need more of your services / products, call to say hi and see how they’re doing, thank them for their business / referral, or set up lunch, coffee or dinner. Just do something.
CASE IN POINT:
Top Customer: I called one of my top clients to see how he was doing. He told me he had been thinking about calling me because he wanted more of my coaching services. I called to say hi and hung up with more business. It’s no coincidence that when you’re following up and staying in touch, you end up with more sales / business.
Top Prospect: I was speaking at a networking event and sat next to a woman who has been a prospect for three years. As we were eating dinner, she told me that she has met several of my competitors, but has told each of them when she’s ready to do business, I’m the one she’ll call. She said the reason she’s loyal to me is because I’ve consistently stayed in touch with her. I’ve called to say hi, called for her birthday, sent her holiday wishes, followed up to see if she’s ready to do business, etc. These touches have prevented her from being open prey to competitors.
Top Referral Source: My top referral source recently had a birthday. I called her and told her I wanted to take her to lunch and celebrate. My point is to nurture the relationship and show my appreciation.
The people you already know hold great opportunities for you that will increase your sales and business. This is what I call your goldmine. To tap into that goldmine, you have to invest wisely and I’ll say it again…you do that through following up, staying in touch and showing appreciation.
Once you’ve contacted your top 3, contact the next 3 and the next 3 and so on. Take care of your people or someone else will.