Some time ago I began asking my clients and workshop attendees to offer feedback and share which tips they found most effective. Below are the top five tips. May they also help you reach out, contact and leverage the power of your personal network.
1. Find the diamonds, rubies and emeralds among your old contacts. Annually go through your contact database. Call people you haven’t spoken to in 3 to 8 years. Update your data: verify phone numbers, addresses, email addresses and organizations. Discover what’s new with your contacts. If a number is disconnected or the person has moved on, place those people on your research list. You might be surprised at how many people say, “I am so glad you called.” For each contact reached be sure to note and schedule your next contact. One contact and one follow-up per week helps you stay in contact with 100 people a year.
2. Organize your contacts into categories. Use your Contact Management System (CMS) and sort all of your contacts into five or six categories. My recommended categories are: 1) those who can hire you; 2) those who can influence someone who can hire you; 3) those who can recommend you to someone who can hire you; 4) centers of influence with whom you have a strong relationship and who have an interest in your success; 5) to be determined (TBD) – these are people you just met or have not contacted in some time and therefore you are unsure of the most appropriate category; and 6) others contacts – family members or close friends who belong in your contacts, yet do not fit in one of the first 5 categories.
3. Pick up the phone. Allot one hour per day for phone calls. Call those people in categories 1-3. Be frank. Explain you are engaged in exploring opportunities and seeking your next position and ask two questions: Is there any assistance you can provide them at this time and what names can they give you of people who may need your assistance? When possible arrange a face-to-face meeting within 3 weeks and secure the names of three referrals. This is tough to do. I know. Face your fear of rejection and pick up the phone.
4. Build your contact list. What service can you provide to a group or association that will quickly build your contact list? Who could use your assistance on a project (large or small) for free? Offer to help and do it for free. A former client called four contacts from his “who can influence someone who can hire you” category and offered to review 2-3 contracts for free and provide written recommendations. Within six weeks, he had three interviews with hiring managers that liked his findings report and added 30 new, solid contacts to his list.
5. Leverage the power of direct mail. Mail requires thought, planning and an investment. Sending direct mail to your top contacts pays dividends. Unless you have invested in an email system with analytics and tracking features you may never know whether your email was delivered, opened or read. However, direct mail that includes a strong call to action, such as, “Will you meet me for lunch downtown at your favorite deli at 12 noon, Tuesday, Oct 5 for a sandwich and conversation?” pays off amazing well and has a cumulative impact over time.
What is your favorite tip? Do you have an adaptation or a success story?
Please share how you used one of these tips to manage your personal marketing and reach your contacts.
Wonderful tips, Cindy. Love the sentence: “Find the diamonds, rubies and emeralds among your old contacts.” So descriptive of the power of the people we know. Thanks for the article.
Lilia, thank you – people are amazing and all gems. Glad you liked the post. Have an amazing day
These are fantastic strategies for connecting with others. Staying in touch is the #1 way to maintain our relationships… Whether you’re looking for a new job or trying to make your next big sale. It’s so important to maintain your relevance by staying in touch and continuing to build on those relationships. Great article.