Eleven Creative Ways To Turn Contacts into Customers

By Karen Susman

Stockpiling others’ business cards is not the end of networking. Follow up is what brings results.

1. Hand write a note. This isn’t a new tip, but how many hand-written notes do you get? You can stand out from the crowd by jotting down a few words about how nice it was to meet Mr. or Ms. Prospect. Don’t sell in your note. Do mention something of interest to your prospect.
   
   
2. Invite Mr. Prospect to attend a meeting or other function with you. I’m not talking about a meeting for your company. Perhaps, Mr. Prospect mentioned he likes to travel. Invite him to a travel lecture at the library.
   
   
3. Invite Ms. Prospect to sit with you at a meeting, luncheon, etc.
   
   
4. Lend a book, cassette tape, or CD to a prospect. Pick one you’ve enjoyed that you think the prospect will enjoy because of his/her interests. Deliver it. Follow up to see how he/she liked it. Discuss the book, tape, or CD over coffee.
   
   
5. If your prospect is going through a challenging time, send him or her a clown nose and a note. This will be remembered.
   
   
6. Interview Mr. or Ms. Prospect for an article you’re writing. Send him or her a copy when it’s published. People like to give their opinions and are flattered to be interviewed. Be sure to ask permission to use the information in the interview.
   
   
7. Set up a “Brown Bag” lunch with a speaker (unrelated to your company) and invite your prospects to attend. The subject should be something of interest to your prospects. No selling should take place. For instance, you might have a contact who knows about fly-fishing, time management, or investing. Provide soft drinks and dessert. Why are you making this effort? To build relationships.
   
   
8. Volunteer to introduce a speaker at a group your prospect belongs to. This will give you visibility and credibility. Warning! Don’t join any organization you are not genuinely interested in. Your greed will show. You’ll be resented. Authenticity is your goal.
   
   
9. Offer to organize a vendor or supplier directory for an organization you belong to. This will give you a legitimate reason to talk to your prospects.
   
   
10. Ask a prospect to review something you’ve written. Get feedback. Send a thank you – hand written, not an e-mail – on real paper.
    
    
11. Get your customers involved in your community activities. For instance, ask customers to collect hotel soaps, shampoo, and lotion from their travels. Tell them you or your staff will pick them up to be donated to a shelter. Send thank you notes to contributors.
    

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com. Published in Networking Today, June, 2002.