Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header
Share for a Cause









Are You Neglecting Contact Cement

Written by: Donald F. Pooley

Article Overview: I’ve lost clients because I didn’t cement my relationships with enough personal contact.

Free Download - Banks Cant Sell By Donald F. Pooley
Name: Email:

Are You Neglecting Contact Cement

I should have phoned them, met them, and written to them before they called me about a need or a problem.

In his fine book, Promise of the Future, Duncan MacPherson tells me what I should have been doing. “One of the most efficient proactive techniques is a 90 Day Call Rotation. You initiate a call to each of your clients at least once every 90 days.” Calls initiated by clients don’t count.
If you’ve 400 clients, call 5 or 6 every day. Make this a a habit to protect your most valuable assets, your clients.

He tells of one financial advisor who after sending all his clients a questionnaire, received one back from one of his top revenue generators. It was blank except for this comment: “I’m thinking of moving my account. I never hear from you.”

The advisor was shocked. Today he faithfully adheres to the call rotation system, and has held onto that client.

But what do you talk about when you call a client out of the blue? It shouldn’t be about you, a product pitch, or a request for referrals. It should be about the client, and should focus on his or her interests and areas of concern.

Family, Occupation, Recreation, and Money (FORM) is what they’re interested in, so these are the things to discuss.

What you don’t know about, ask. You may know more than you realize about each client, because of the answers you got when you completed an application.

You know where they were born, and when. You may even have the same data about their spouse, and children. You’ll also know their past addresses, their occupation (and maybe that of their spouse), whether they indulge in dangerous sports, and so on. In short, you already know a lot about each of your clients, and can glean more by asking questions.

Know as much as possible about each client, and keep it in your contact management system. Before calling a client read over his or her file to see if something jumps out at you that you can talk about (a spouse’s birthday?).

Here’s how I call a client: “Hi Jack. Don here. Just called to touch base: to find out how you and your kids are doing, whether your job still sucks, how the golf game’s going, and so on. If now’s not a good time to talk, tell me, and I’ll call back.”

This even works if his answering machine answers.

Clients need personal contact to tie them to you as tightly as contact cement. So start calling them on a systematic basis such as the 90-Day Call Rotation.
------
Want more commissions with less pain? Need more qualified prospects? Seeking high-earning referrals? Join New TIP at http://www.New-TIP.com now for more invaluable know-how!

Related Articles
  Cavity Wall Insulation Problems
  A Lesson From a Ski Hill
  Connecting with a purpose Part V
  7 Key Components of an Instantly Successful Small Business
  What Excuse are You Using to Not Improve Your Situation?

Home > Marketing > Donald F. Pooley > Are You Neglecting Contact Cement
Article Tags:

About the Author: Donald F. Pooley
RSS for Donald's articles - Visit Donald's website

Don Pooley, the author of this article, allows you to publish it if you include these credit lines: Copyright 2005, Donald F. Pooley, Inc. Don Pooley CLU, CFP, CHFC, "The Advisor's Advisor" has shared his marketing know-how with audiences of life insurance men in all major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine. To get more ideas on marketing your services, plus free ebooks, subscribe now at http://www.eTIP.ca/

Click here to visit Donald's website
Dashed Line

More from Donald F. Pooley
Why Refer You
Wake Yourself Up
Your Email Newsletter
Banks Cant Sell
5 Tips To Make Sales Soar


Related Forum Posts
Outlook Business Contact Manager Outlook Business Contact Manager - I've just installed the new Outlook 2007 with Business Contact Manager and am testing it out to see how good of a CRM system it is. I like the concept because it works right within your Outlook and I already have all my contacts and emails here. Does anybody have any experience with Business Contact Manager for Outlook?
Interview With Results Interview With Results - My business is along the same lines as yours. Possibly we can collaborate. Contact info is below.
You can do this without financing your business with it You can do this without financing your business with it - If you are leaving your present employment or have retirement funds from a previous employer, you can rollover those retirement funds without any penalites or taxes involved (into your own business) rather than leaving them in someone elses business. You do not have to finance your business with your retirement to do this. Here's how it works: Our resources form a C corporation for your new business, your C-corporation creates a new retirement plan. Funds from the existing retirement plan are rolled into your corporations new reitrement plan and your new retirement plan purchases stock of your corporation. The program is IRS approved! Contact me if you are interested. FYI- This program has also been helpful for people obtaining an SBA loan for their franchise or Acquisition, because they can obtain the loan down payment for the loan from the rolled retirement funds (without penalties or taxes) rather than financing the entire business themselves. Contact us!
Looking for investor for software comapny Looking for investor for software comapny - I'm looking for interested investor(s) on following subjects: 1- Embedded software solutions 2- Web base solution software Contact me for more details about either. Regards
Re: Is any one making money with twitter here? Re: Is any one making money with twitter here? - You could promote specific products or companies for some extra money. Contact some companies or search on different forums for business owners searching for promoters. I don't have any ideas.


Recommended Article for You close

  Cavity Wall Insulation Problems

Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.



Featured Article


Bottom Footer
Share for a Cause












Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

3 Health Insurance Misconceptions

Selling What Sizzles vs. Delivering Real Value

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.