Wouldn't it be great if every prospect we met was ready to buy? Unfortunately for most accountants, this isn't the case. Many prospects take time to buy. However at some point, they will be ready to buy – and you want to be the accountant they think of talking to first at this point. Therefore, this short and sweet article looks at 27 ways in which you can keep in touch with them until they are ready.
27 ways to keep in touch
So, how do you make this happen? This is where your keeping in touch processes earn their keep. To help you think about different keeping in touch processes which you can easily implement, here are 27 ideas:
- Use a spreadsheet to help you keep in touch with your prospects, and record your last contact
- Use relationship plans, with diarised tasks to make sure you keep in contact
- Send them (with their permission) a fortnightly or monthly newsletter (don't fall foul of the EU GDPR regulations)
- Send relevant blog posts you have written to your prospects with a personalised note
- Tweet with them & add them to your Twitter list called "prospects", which you review once a day
- Connect with them on LinkedIn
- Connect with them on Facebook
- Like and comment on their Facebook posts
- Join the groups they frequent on Facebook
- Like their LinkedIn status updates
- Comment on their LinkedIn updates
- Share their LinkedIn updates with your network
- Aim to find a good introduction for them
- Aim to find a referral for them
- Use a CRM (client relationship management) system
- Send them a handwritten postcard
- Phone them
- Send them a birthday card
- Send them a present for their children’s birthdays
- Have lunch with them (or breakfast, or dinner)
- Invite them to your firm’s event or webinar
- Share with them relevant articles
- Comment on their blog posts
- Share their blog posts with your Twitter and/or LinkedIn network
- Offer them a guest blog for their blog
- Ask them if they will write a blog post for your blog
- And finally... ask them how they would like to stay in touch with you!
If you want more tips to get more clients read getting clients - 11 quick tips to get more