Connect 3 Times...To Generate Referrals AND Business That Lasts a Lifetime

With all of the noise out there; tweets, texts, e-mails, voicemail, blogs, and more, how is a business supposed to grow and gain new clients without looking and sounding like everyone else? Amongst the noise, how can you be heard?

Ever hear of the “3 touch system”? No…it doesn’t have anything to do with football or your iPhone. It is an old school sales technique that says you should “touch” (not literally) a prospect 3 times to generate a business relationship. Goes something like this:

First Touch: Distribute your business card liberally. Better yet…ask for THEIR card first and return the kindness by handing them yours. (Side tip…write a small note on the back of their card referencing your meeting.)

Second Touch: Within 48 hours, send an e-mail along with a handwritten note thanking that person for the conversation or introduction. Reference what was significant in the meeting. In today’s busy world, handwritten notes make a more subtle impact and shows effort on your part.

Third Touch: Follow up with a phone call. This call is your opportunity to qualify this potential client/referral resource as to how you may be able to work together in the future and then offer some times to meet for a second time. You may not get the meeting with this first call. What next? Hang up! Yes, hang up! But don’t give up! There is a difference! Add them to your calendar and send a monthly e-mail wishing them a great week, or Happy New Year, etc. These e-mails are not to harass or solicit your services, so don’t pitch your services every time you drop a “how are you?” email. These are meant to be gentle reminders that you are there in the market and happy to help however you can. This will take you minimal time each month.

The old school method says to stop at the 3rd contact and if it doesn’t generate business, move on. What a shame…because with a monthly “reconnect” through the beauty of technology (thank you email!), you can stay in front of this contact without being intrusive with hopes that they will think of you immediately if they need to refer a firm/company for the services you have to offer…or they will contact you if a bid comes up! Make it easy for them to remember you quietly so they don’t have to say, “Oh my! What was that person’s name I met months ago at that function? I think they offered a service that we need right now!”

You have now not only been “heard” quietly amongst the noise…you’ve also been remembered.