Did you know that it usually takes 7-9 interactions with someone before a sale is made?  This is why it is rare to have someone hire you or buy your product the first time you talk with them.  People want to get to know you and trust you.

You need to find legitimate ways to connect with prospects and build a relationship so that when the timing is right they will purchase your product or service (or refer you to someone who will).

Here are three simple ways to reach out and connect with prospects (or existing customers):

1.  Write a note and mail it to your prospect.

Not an email, a real hand-written note with an envelope and a stamp.  Include in your note a compliment, an article that might be helpful to them, or even an invitation to an event or meeting that they might be interested in.  Write something meaningful and interesting.  It doesn't have to be long- but it does need to be personal.

Not:  "It was so nice to meet you at the CEN meeting last Thursday.  I hope to see you again soon."  That is boring!!!

Better:  "It was nice talking to you at the CEN meeting last Thursday.  I was impressed by your one-minute intro.  We should get together and see if we might be able to share resources since our target market is similar."

Best:  "It was nice talking to you at the CEN meeting last Thursday.  I saw this article in the paper today and it reminded me of our conversation.  I thought you might find it interesting.  I'd love to get together for coffee in the next few weeks and find out more about your thoughts about creating your own ezine.  I'll call you this week." (Be sure to include the article.)

Make it a point to mail at least one note a week to potential prospects and/or alliances.  Did you know there are services out there who will do this for you and/or provide you with the cards and a system to make this easy?  Here are two services that can help you:  http://profitsinprogress.com/resources/  or www.sendoutcards.com/15675

ACTION:  Make a list of 20 prospects and potential alliances you will write a note to this month.  Purchase your supplies (cards and stamps) and get started!  (Or contact a company, like the ones I mentioned above and let them set you up with a system.)

2.  Invite your prospect to an event.

As a business owner we often attend networking events, training sessions, and other meetings.  Why not call a prospect and invite them to attend an event with you as your guest?  It takes just a few minutes to call and invite them.  The payoffs can be huge.  At the very least they will appreciate that you thought of them, and at most, they will go with you and you'll get to know each other better.

ACTION:  Identify three prospects or potential alliances and determine which meeting or event you will invite them to attend.  Make your calls!

3.  Ask them to complete a survey.

We all need feedback about our service and our prospects.  So, why not create a survey and get feedback from potential customers.  It is a great way to find out what they want and need.  It is also a gentle reminder of what you offer.  Offer a small gift (or service) in return for the information.

The survey can be done in one of three ways:  1)  On-line, 2) Paper/pencil, or 3) Telephone.  The telephone survey will provide you with an opportunity to talk with the prospect and ask them follow-up questions.  Be up front about why you are calling and what is in it for them.  Tell them how long it will take (and keep it short).  Then, you can gage their interest from your conversation and decide whether or not to follow up with them later (or at the end of the call) about purchasing your product or service.

If you want to survey a large group on-line go to www.stellarsurvey.com where you can create a survey for free.  If you have a website that uses templates, there might be a built in survey tool for you.  I use www.atomicshops.com and it allows me to easily design a survey.  You can check out an old survey I sent here: www.creativebusinessworkshops.com/survey.html

ACTION: Create a list of three questions that would give you valuable information.  Then, identify a list of people to survey.  Get started!

Creating connections doesn't always mean meeting for lengthy, expensive lunch dates.  Get creative and look for opportunities to have a meaningful exchanges with those in your network.

Check out the May Contest! 

I want to get your ideas on how to connect with prospects in 15 minutes or less!  The  most creative, original and usable idea will win a copy of my ebook, 8 Steps to Writing a Presentation That Get's Results!  Just by entering you can be a winner because every appropriate idea will be listed in the June edition of Creative Biz Tips & Solutions - and will include the author's name and website link! 

Do you want to be exposed to hundreds of business owners across the world (literally!)?  To enter the contest, just email me with your idea (300 words or less) by May 20, 2007.  It is a great way to promote yourself!

Leigh Ann Rodgers

Coaching, Training and Products to Develop Business Professionals     (404) 964-8306

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