Touch points are one of the keys to sales success. You have a schedule that includes many places on a daily basis to keep in touch with your customers. On top of this contact, you should also plan to have a general contact to everyone on your list at the end of every month. This contact can be in the form of a mailer or an email letter. The intent is to let your customers know what great things happened to you and the business this past month. What activities you participated in and possibly the charitable donations that you have made. This contact is to keep your name in front of your customer every month. You cannot possibly phone all your customers each month so this extra contact is important. Even if you called two hundred people in a month (ten times twenty days) you will not likely go through your list because of referrals and other factors. The end of the month contact acts as a reminder of what you do, how well you do it, and a way to keep the relationship going. Never let your customers slip away because you could not find the time to keep in touch. They will remember you if you keep discretely in front of them every month. You will only be successful if people know about you and what you do for them. Mailers are not the only way to contact people every month; you can do so with a newsletter in email format or even through a fax. I would not recommend using the fax as a way to send monthly information as it is the most likely to be thrown away. Stick to a mailer or an email. |
