Who’s on your “hot list”?

October 16, 2020 by
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You have contacts you want to stay in touch with. Clients, former clients, referral sources, prospective clients, centers of influence in your niche, and so on.

When you first met them or connected with them, you may have scheduled follow-up dates and stayed in touch. But you got busy, you forgot about them, or you ran out of things to talk about.

What can you do?

First, create a “hot list” of no more than 30 people you want to focus on right now–your “Focus 30” list.

Schedule time each week to look at this list. Choose one or two people and contact them.

Call, write, message them. Ask about their business, their family, their health, their latest project or their next one.

Keep notes about them and your conversations and emails. Keep a list of their websites and social platforms so you can see what they’re up to.

Keep another list of generic ideas or conversation starters, questions you can ask anyone on your list, things you can offer, things you can tell them about or invite them to.

NB: When you regularly create new content you always have something new to tell people about or offer.

Keep your list up to date. Remove people who aren’t responsive and add new ones when you find them.

Give your personal attention to your “Focus 30” and stay in touch with everyone else via your newsletter.

Here’s how to do that

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Filed Under: Client relations, Networking, Newsletters Tagged With:

Follow up until they buy or die

April 11, 2017 by
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How many times do you follow up with a prospective client? Over what period of time? What do you say, what do you do, what do you offer?

Do you call, to see if they got the information you sent them? Do you send a letter or email to follow-up after a free consultation? Do you send a note to thank them for attending your seminar?

And what do you do after that?

Following-up is different from staying in touch. Follow-up is planned in advance, a natural series of “next steps” after initial contact. When you follow-up with a prospective client (who might be a former client or even an existing client with another matter), you fan the flames of their need for help and guide them towards taking the next step.

Decide in advance how you will follow-up so you can execute without thought or delay.

Work out all of the steps. What will you say or do, what will you send them, how often?

Someone emails you or fills out the form on your website, asking questions. How will you respond? What will you invite them to do? How many times will you follow-up? Over what period of time?

Someone attends a seminar but doesn’t make an appointment. How will you follow-up? What will you offer? If they don’t respond, what will you do next?

Someone needs help but they have a small window of time. They need to hire an attorney this week or this month or it will be too late. You need to do more follow-ups in less time and you need to be more urgent. What will you say? What will you do?

Figure it out. Have the letters written, ready to send, before the next prospective client contacts you.

At some point, follow-up will blend into staying in touch. The initial courtship will have run its course and the client has either hired you or they have not. You shift gears from follow-up to staying in touch, but you don’t stop. You never stop.

You keep your name in front of them, reminding them that you’re still available to help them with their problem or with something else. You follow-up and you stay in touch until they buy or they die.

Because you never know when someone will finally be ready to take the next step.

Get more prospective clients so you can turn them into actual client. This will help 

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Filed Under: Marketing legal services Tagged With: , ,