Keeping in Touch Archives - Dr. Ivan Misner®

People often ask me, “how can I get back in touch with people or stay in touch with people that I haven’t seen or spoken with recently?”

If you want to connect or reconnect with others, do what is best for you, but go to where these people want to meet with you. So, here are seven strategies that will help you improve in this area — now. If you can’t do them all — do what works for you.

Don’t be a cave dweller. Please watch this video

1. Sort through your list.

You can’t stay in touch with everyone. Who do you want to make sure to stay connected with and why? It could be personal, it could be professional, but create a list that you want to focus on.

2. Use the system they use.

It doesn’t have to be Facebook or LinkedIn — use Pinterest or other programs, Snapchat, What’s App — whatever they use. Each of my children use different systems. If I want to connect with them — I need to go where they are. For my oldest daughter, it’s texting or a phone call. My second daughter, it’s What’s App or texting. For my son, it’s an online game called Steam. I have some business associates who only reach out to me on Facebook or LinkedIn. Others are strictly emailed. The key here — is to go where the people you want to talk to, hangout.

3. Use social media platforms.

Use social media platforms like Facebook, LinkedIn or Twitter to your advantage by sharing news and reading updates without having to reach out to people on an individual basis. Social media is fantastic. Instead of starting your next call with, “What’s new?” you can jump to, “You cut off your hair!” “You have a new job!” If you need help with this, contact Brian Bentzen, my social media coordinator.

4. From time to time, use snail mail.

Yes, OMG, send a letter or a card. It’s so “old school” and it’s almost guaranteed that someone will read it.

5. Skype or other instant message systems.

I’m not a big fan but — it’s not about me, it’s about the other person. What are they using? I see many people using messaging systems online? If you want to stay connected, connect where they are.

6. Periodic phone calls.

I know, crazy idea, actually talk to people. Your smartphone has a green button — use it. If appropriate, set up regular calls. My wife and her sister have done that for many years.

7. Face to face.

Don’t be a “cave dweller.” Nothing beats actually meeting someone face to face and having a conversation. You have to eat breakfast and lunch every day, so why not do this a few times a week with a good referral partner? You can kill two birds with one stone by strategizing with your referral partner about how to help each other over a meal.

Benign neglect is a horrible thing when it comes to building social capital. Start today to stay in touch. Pick a few of the techniques I listed above and “touch” someone. You have to start by making a commitment to improving in this area. If you haven’t been good at this in the past, start to focus on improving today. I would love to hear any more that you might have. Do you have a strategy to add? Or an example of how you use one of the seven? Share it in the comments.

If you’re not getting the amount of referrals you’d like to be getting, take a look at the support materials and techniques you’re currently using. Below are some effective ways to influence people to refer you. Some of these may not work for everyone. The idea is to select those you think you can apply in your own business or profession.

Samples. If you have an opportunity to distribute your materials, do it. Bring products, samples, brochures, or a presentation book. Many networking groups provide a brochure table where you can place these items. If people can see, feel, touch, hear, or smell samples of the product or service you provide, they are more likely to use you. Offer special, members-only prices or services. If you can get network members to use you, then they are much more likely to refer you.

Presentation Books. Everyone active in networking groups can benefit by developing a presentation book. Buy a high-quality, three-ring binder that can attractively dislplay samples of your products or services, brochures, photographs, etc. Take this to your meetings and make sure it gets circulated.

Free Presentations or Demonstrations. Many business professionals offer to speak free of charge to service clubs or business organizations as a way of getting exposure and promoting their business. If your product or service is conducive to this approach, tell the members of your personal network that you offer this service, and accept speaking engagements as bona fide referrals. Ask them to pitch you to the program chairs of organizations to which they belong.

If you’re well prepared and do a good job at these presentations, you may find yourself getting many more speaking offers and a lot of new business. This technique is effective for almost any profession, but it’s particularly helpful for consultants, therapists, financial planners, CPAs, and attorneys.

Door Prizes. Smart business professionals know that people who have tried their products or services will probably use them again. I highly recommend that you offer door prizes regularly at your networking groups and ensure that you are given credit for the door prize when it’s given. Always attach a business card so the winner knows where to get more.

Keep in Touch Regularly. Meet people outside of the normal meetings that you go to whenever you can. Write cards or letters, send articles that might be of interest, call to check in, let them know about a local business mixer, have lunch, play racquetball, tennis, or golf. Reinforce the relationship with a thank-you note. If someone gives you a referral or important information, send a thank-you note or gift basket. This reinforcement will strengthen the bond and encourage that person to think of you again.

Follow-Up. Knowing how to get referrals is really a matter of knowing how to be helpful to the people you associate with and how to ask for help in return. A successful referral marketing program involves creating an effective support system for yourself that also works to the advantage of others.

All the networking in the world, however, serves no purpose if you don’t follow up effectively with the people you meet or who are referred to you. I’ve seen people who work hard at making contacts, but whose follow-up was so bad that the contacts were lost. It’s as if they networked halfway and then completely lost sight of the potential to generate business by referral. Follow-up letters and phone calls set the stage for further contact. All things being equal, the more you’re in contact with others, the more business you’ll generate. Today, more than ever, there’s no excuse for not following up. Why? Because there are many companies on the market that produce numerous follow-up cards, thank-you cards, and contact cards especially designed for networking.

Schedule “reconnection calls” regularly. Such calls enable you to remind the new contacts who you are, where you met them, and what you do, as well as help you stay in touch with your long-term contacts. If you don’t follow up with a phone call or letter, you will surely lose many business opportunities.