Will Hardison

5 Magical Touches To Increase Business

We’ve all heard the expression “People have to be touched 3,4, and even 5 times before they are willing to buy from your company”. How on Earth are you going to do this without one, going insane and two, breaking the bank? I’ve comprised a system of 6 easy, non-expensive touches to help compress the sales cycle after you meet someone.

Touch 1: Meeting Someone

The first step is meeting someone. At a networking event, through a friend, at a social gathering, however you meet them is fine.

Touch 2: Follow-up E-mail

The second step is to send that person, preferably the same day, but no later than 48 hours after the initial meeting, a “nice to meet you” message. This message should include ways that they can connect with you, maybe through a twitter page, linkedIN profile, or blog. For my follow-up message I invite people to my monthly marketing seminar. Also ask them if they would like to be included in the e-mail newsletter. Assure them that you will not spam them, tell them (which I hope you do) that your newsletter provides value and isn’t all about what your company can sell them.

Touch 3: Newsletter

Hopefully they have agreed to allow you to send them your newsletter. Make sure they are added to the list by the time the next newsletter kicks out.

Touch 4: Find Them On A Social Network

An easy “Let’s Keep In Touch” is to find your new connection on a social media site such as LinkedIN or Twitter. Be careful about adding someone immediately on Facebook. I like to keep my Facebook profile geared more towards my personal life, not professional.

Touch 5: Free Seminar

Find something you can present on to offer your new contacts a reason to come listen to you give value to them. For me, it’s marketing. I put on a monthly marketing seminar which allows people to listen to me explain new marketing tools like social media and field questions they’ve been looking for answers to. It shows them I do in fact know what I am talking about, provides another touch, and gives value to them.

A Bonus Touch: Referring them to someone

If you know of someone your new contact is looking to meet, go ahead and make the e-introduction. Yeah, you’re helping them out, but you’re also providing another reason for them to remember your name the next time someone they know needs your services.

So for the cost of going to a networking event and running an e-mail campaign I have now touched a new contact 5 times in the matter of 4 weeks. They know who I am, we’re conversing on a social media platform now, they’re receiving my newsletter, and they have now allowed me to share my expertise and answer questions without hiring a marketing consultant.

Tags: marketing touches, Networking, sales, will hardison