07.03.09
Posted in staying in touch at 8:37 am by Marianne Trost
While sitting on the plane reading a stack of publications yesterday, I was reminded of a simple but very useful business development technique i.e. before you sit down with a pile of reading (or a batch of e-communications that need to be cleared out of your inbox) remind yourself to think about contacts who might benefit from a copy of what you read.
With this mindset you will be able to identify opportunities to provide your contacts with information of value while at the same time providing yourself with a legitimate reason to stay in touch.
Every time you read information that would be helpful or of interest to a contact, take a minute or two to write a quick note letting your contact know that you are thinking of them and that you thought the information would be of interest. Then send it to them. It’s as easy as that.
Be certain to apply the Golden Rule, though. Only send information that truly has potential value to the recipient. We all have too much to read and not enough hours in the day to read it all. Yet, therein lays the opportunity. When you take action to be helpful to your contacts by sharing useful information, you leave a positive impression.
So, the next time you tackle your reading pile, do it with a mindset that will benefit others and support your business development goals at the same time.
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05.11.09
Posted in business cards, follow up, networking, staying in touch at 2:38 pm by Marianne Trost
One of the simplest and easiest ways to exponentially increase the effectiveness of your business development efforts is to put a system in place that enables you to easily track the status of each of your contacts.
The system does not need to be elaborate or complicated. A simple calendaring system that enables you to make a few notes for each contact will do wonders to make certain that you 1) keep your relationships active and growing and 2) capitalize on opportunities to stay in touch. In fact, the easier and simpler it is, the more likely you will be to use it regularly.
If you don’t have your contacts calendared for follow up, consider starting with new contacts from this day forward. Enter each new contact you make into the system, and calendar out a reminder for 2-3 months from the day of entry. When the reminder comes up, take a minute to read your notes and refresh your memory on what your last follow up action was with the contact.
Then decide how you can best stay in touch (e.g. an e-mail, sending an article, asking them to lunch, saying hello at an upcoming networking event, inviting them to a firm event, etc.). Decide what action would be best (sometimes none is needed at the time, as you may have recently come in contact with them again unexpectedly).
Take appropriate follow up action and then calendar another reminder for no more than another 2-3 months from the new day of entry. Keep simple notes in your calendaring system on the action you have taken, so you can see the who, what, when, and how for each contact at a glance.
Taking the guesswork out of follow up e.g. when was the last time I spoke with that person? Did I send them a copy of the article I wrote last month? Were we going to connect at an upcoming event? etc. will not only save you immeasurable time but it will greatly improve the efficiency of your business development efforts.
In fact, my wager is that you will save so much time and effort keeping track of your contacts in this way, that you will find a way to create the time to add all of your past and present contacts into your follow up tracking system.
If you don’t have a system to use and you want to know how I have turned the Tasks function in Outlook into my follow up system, feel free to give me a call (480)225-9367. It will only take me a minute to walk you through it , and it would be my pleasure – gratis.
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03.05.09
Posted in relationships, staying in touch at 11:12 am by Marianne Trost
Many lawyers have asked me recently, “What is the #1 thing I should be doing to weather the current economic storm?” While there are many things that lawyers should be doing, connecting with clients should be at the top of the list.
Now is the time to make certain that your clients know they are valued. Offer to get together for lunch, on your dime, to check in and see how they are doing. Ask questions that allow your client to do most of the talking, while you listen. (Women are particularly good at asking questions, and then letting others talk while they listen. If you have this skill, now is the time to put it to full use.) Consider asking, “How are the current economic conditions affecting your business?” or “What do you foresee as your biggest challenges or your greatest opportunities in 2009?” “Is there anything I can be doing to assist and support you or connect you to someone who can?” Try not to assume the answers will be gloom and doom. Where there are challenges for many, there are also opportunities for others.
For those clients (and you can expand your list to include contacts and referral sources, if you like) with whom you cannot connect in person, pick up the phone. Let them know you have been thinking of them. Serve as the counselor that you are i.e. let them talk while you listen to their needs, offer a positive viewpoint, and take steps to assist, where appropriate.
For those who are not lunch or phone call accessible, consider sending a handwritten note or an e-mail. Assuming your clients already know that you are thinking about them and that you want to support and assist them, won’t give you the competitive edge in this market. Be proactive and let your clients, contacts and referral sources know that you value them and that you care.
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12.19.08
Posted in business cards, networking, relationships, staying in touch at 8:52 am by Marianne Trost
I found myself up late last night writing holiday cards. As with many of my clients, about thirty cards into the project I thought the unspeakable i.e. “Are these worth the time and effort?” I concluded that they were, and that they need to get out on time –even if just a few days before the holiday.
A holiday card with a handwritten sentence or two can go a long way in nurturing a relationship. I have clients who have even gotten new pieces of work because the receiver of the card was prompted to pick up the phone and reconnect. By the end of the conversation, new work was on its way. While not the intent of the holiday card, it can be an added benefit.
If you are going to write holiday cards, then you really do need to do exactly that i.e. write them.
Apply the golden rule i.e. “If I received a mass printed card in the mail with a pre-printed signature, how would that make me feel and what would I do with it?” “If I received a mass mailed card with a signature on it, how would that make me feel and what would I do with it?” “If I got a card with a handwritten note that made me know the writer was thinking of me specifically when she wrote it, how would that make me feel and what would I do with it?”
Personalizing your cards matters. Add a handwritten note to each card. Yes, it takes an extra minute or two, but it is actually not that difficult once you get the hang of it. Think along the lines of “thank you”, “I enjoyed”, “I am grateful for”, “I appreciate”. Your handwritten notes are a way to let your contacts know you value them. That’s why they are valuable to nurturing and growing relationships.
Do not include your business card. Yes, some people may differ with me on this point, but in my opinion, holiday cards are a time to express thanks and appreciation. They are a time to acknowledge gratitude and the difference that OTHERS (not ourselves) make in our professional and personal lives. I don’t think enclosing a business card sets that tone. Preprinted addresses and the name of your firm are fine, as the contact information is useful to the recipient.
Just because you don’t include your business card, however, doesn’t mean that mentioning work related topics is off limits. After all, these are holiday cards related to the professional relationships you value. Think along the lines of appreciation and gratitude.
It’s good to tell clients you enjoy working with them and even that you look forward to working with them in the new year. It’s good to thank referral sources and let them know they are appreciated. It’s good to tell new contacts that you enjoyed meeting them and that you look forward to connecting again.
The only caveat is that you must be truthful and sincere. The handwritten sentences you include are a reflection on you. They leave a lasting impression.
If you are having trouble getting started with your holiday cards (and congratulations to those of you who have already finished yours for 2008!), I have two suggested approaches.
1) If you are doing your cards at home, there is still time in 2008! Put on some music that gets you in the holiday spirit, light a candle, get comfy, and set a goal of how many you want to accomplish. You can do it!
2) If you can’t squeeze a few cards in this year, but want to try next year, here’s a way to get started early. After Thanksgiving put five or so holiday cards on your desk each day and commit to writing them before you leave that day. Once written you can either keep the finished cards in a stack and mail them all out at one time, or you can start sprinkling them along the way if that helps you feel as if you are making progress. Five plus five plus five adds up quickly and it is a lot easier than doing seventy-five in one sitting.
Happy holidays and happy writing…
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10.29.08
Posted in business cards, networking, staying in touch at 9:45 am by Marianne Trost
I was reminded a few days ago of the importance of having your business card with you when you are in even the most unusual of places (I was at a horse stable).
One never knows when a potential business opportunity will present itself. If you can hand a potential client or referral source or contact your business card instead of saying, “Do you have a piece of paper and a pen? I’ll write my name and phone number down for you.”, you will be one step closer to a potential new opportunity. That contact will have your name, your firm name, your adddress, your e-mail, your website, and your phone number, all in one convenient place.
Here are a few suggestions of places to keep your business cards.
Keep a few in your wallet or purse. There are times when you will be somewhere without your briefcase and you will need your card.
Put a few in your briefcase. Ditto. There will be times when you will need your card and not have your wallet or purse with you.
Put a few on your desk (not in it), so you will be reminded to offer them to potential clients, referral sources, and contacts. An additional advantage to keeping your cards on your desk, as opposed to in your desk, is that existing contacts who stop by your office may actually help themselves to a few of your cards to pass along.
Put a few in your portfolio or legal pad holder. You may be in an in-office meeting not expecting to hand out your card, but someone else attending the meeting may ask you for it.
Keep a stack at home. Yes, at home. There will be times when you are running out the door to a breakfast meeting or a morning networking event and don’t have time to stop by the office to pick up more cards.
Put a few in the glove compartment of your car. You may find yourself at a horse stable and be asked for your card.
If you have a spouse or partner or roommate, give them a few for their wallet and their glove compartment. They will occasionally find themselves in situations where your business card will be something that a contact, colleague, acquaintance, co-worker, or friend may want.
If you rely on accountants or other service providers for referrals, make sure they have more than one or two of your cards to hand out to potential clients.
If you take a few minutes to make sure you have business cards in these key places, I can promise you the effort will be well worth it.
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09.30.08
Posted in networking, relationships, staying in touch, women venues at 10:30 am by Marianne Trost
I was reminded again this past weekend of the value of getting together. A female colleague, whom I had not been in touch with for several months, sent around an e-mail to her contacts inviting us to join her at her house after work to “meet other fun and interesting women”. (What a great idea, by the way!)
When I arrived I was amazed to see 40 or so women, from all different backgrounds, mingling in her home getting to know one another. It wasn’t awkward because we were all there for the same reason i.e. to meet each other and get to know new people.
It turns out that I knew three people, one of whom was a client, one of whom mentioned she had been meaning to pass my information along to a potential client, and one of whom gave me a reason to e-mail a past work colleague that I have not had a legitimate reason to be in touch with for a while. Just that in and of itself was worth the time from a professional standpoint (that’s not to mention the value that comes from being energized and inspired by other talented women.)
Over the course of the two hours I met at least another twenty interesting and diverse women, several of whom I would like to stay in touch with for professional and non-professional reasons. We came together in a very natural way and had a great time making new acquaintances. As I was leaving I heard others say that we should do this again some time. I agree!
Tip of the Day: The next time you are looking for a new “venue” on an individual level (I would not recommend it for a firm event — you need an “extra draw” to get people to come to something like that), consider something that is simple and natural. Invite a group of fun and interesting women to mingle in an informal way. It’s amazing how easy it is for women to spend a few hours interconnecting, finding common interests, sharing experiences, providing encouragement/support, offering to make introductions, etc. There was no speaker to line up, no sporting event in the background, no planned agenda, no preparation — just women getting together with women. And yet, new relationships were made, new connections were discovered, new opportunities were unearthed, and everyone walked away with some good food for the soul.
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09.17.08
Posted in staying in touch at 7:54 pm by Marianne Trost
I was reminded today of the value of staying in touch. Even the simplest of e-mail messages can yield the most unexpected responses. Last week I sent an e-mail to my contact list about a book that my sister wrote, On that Day Everybody Ate: One Woman’s Story of Hope and Inspiration. (It’s a fantastic book of inspiration and personal journey, by the way, and I’m not just saying that because the author is my sister. You can check it out at: htpp://www.onthatdayeverybodyate.org).
Anyway, in response to my e-mail I got 100+ e-mails back from my professional and personal contacts. Among them were invitations to lunch, news of changed contact information, and even a referral to a new client. Soliciting that information was definitely not my intent when I sent the e-mail asking people to spread the news about the book.
However, it just goes to show you, that even a simple e-mail on a non-work related subject of interest to the recipient, can spark work related opportunities.
Tip of the Day: When you see an article, an e-mail, info on a webinar of interest, etc. that makes you think of someone, take the extra few seconds to forward it to them with a personal note. You never know what may come of it!
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