Sales Touch: How to Keep in Touch Without Being a Pest

Posted on October 27, 2016

You’ve been hitting all the best networking events, making cold calls, and even a few sales presentations, but all you have for your efforts is a stack of business cards. Would be, could be, clients, for whatever reason, weren’t quite ready to commit.

Here’s the truth: The longer you leave those cards lying around, the longer those cards lie around, the more likely they’ll forget you! So, what to do? Stay in touch.

Seems simple, doesn’t it? But, you want to avoid appearing like you’re pressuring them. Here are a few creative (and effective) ways to keep lines of communication open.

Stay Alert!

Today’s technology offers a variety of tools that make it effortless to keep track of your clients (or competitors). Whether it’s Google Alerts, Mention, Talkwalker, or any of the dozens of such tools, you’ll automatically be fed updates on each person’s social and professional activities and milestones.  With this information on hand, you can send a quick email. “Congrats on the recent award!” “10 years is such a milestone. I know your company must appreciate you!”

Information is power and sending a thoughtful note in the wake of some accomplishment will be appreciated.

Send Value-Added Emails

Take the time to seek out pertinent articles that you think might interest or even be helpful, and send them either the PDF or a link. If you have a company newsletter, make sure they are on your distribution list. If you don’t have a company newsletter, maybe it’s worth your time to compile one of your own!

Surprise Snail Mail

Check out business-related (to their business) articles in magazines both online and in print. When you find something that you think might be of interest, print it out or cut it out, handwrite a quick note on a Post-It, hand address the envelope, and drop it in the mail. They’ll be impressed that you took the extra effort.

Tummy Treats

Everyone loves to receive gifts, especially when they’re tasting and can be shared with the whole office. Send a festive snack basket, or better yet, order pizza or sandwiches and have them delivered. Sure, you’d prefer a face-to-face lunch, but this is truly a “no sales pitch” way of treating them with no pressure.

Of course, it goes without saying, that following any event or meeting you should immediately follow-up with a thank you. This can be done via email, although sometimes Miss Manner’s has the best idea – an old fashioned, handwritten note.

If you give it a little thought, you can come up with dozens of creative and non-invasive ways to reach out to your clients, and those you hope will become clients.