The Nierenberg Group

Tip of the Month October 2008 Staying Competitive “After all is said and done, much more is said than done” is a quote I often use. Today more than ever, the power of follow up, follow through and staying on your client’s radar screen will clearly keep you ‘top of mind’ and someone they may call on first when the need arises or when you create that need. Here are a few suggestions that I’ve incorporated into my ‘daily sales tool kits’. * Create Google Alerts for all of your clients, contacts and prospects. It is a terrific tool for staying in touch and to say hello with an idea. It replaces the ‘old’ clipping services. Whenever there is any news printed on the web or other media–you get an alert. I use them all the time and it is impressive to ‘be in the know’. Just go to Google and hit ‘Google alerts’ to set it up. *Buy a digital pen! They are a great conversation piece and a time saver. There are many on line and the software syncs to your computer so that you do not have to rewrite your notes and they automatically go into your contact management file. As a conversation piece–people always ask me “why is that pen lit up?”…then I can say how it works and everyone notices it. I carry it all the time so that it serves both as a time management tool, it ensures my follow up because my notes are right in front of me and it is a great icebreaker to start a conversation! I learned about the pen through my friend Carol Frolinger and continually thank her! *Make a point to find out your client’s and contacts preferred method of communication. While email is our total business communication tool, when I ask this question, many people still say, “phone”–so make a point to call them first besides sending an email. I now find that some of my contacts also prefer text messaging—so make sure you get your fingers moving and stay current. I write down in my database–every client and contact’s preferred method of communication and use my Power of Three everyday- I send 3 additional emails, 3 additional phone messages and 3 additional text messages-JUST to stay in touch and be on their radar screen with an article, note or a thank you. *Pull out a pen and paper– the art of the handwritten, personal note is something of an antique today and that is why it gets noticed. The post office tells us that only 4% of our mail is personal. Take the time to write a note to say hello, thank you for the business, thank you for the recommendation and even if you are rejected–thank you for your time and consideration. I write 3 notes daily-that is 15 at the end of the week and over 750 touches at the end of the year. What gets noticed gets remembered. And these notes are short, sweet and to the point-not War and Peace. These suggestions are all ‘going back to basics simple and easy to implement into your daily schedule. Have your best month and try one of these tips and let me know your feedback. You can write a post a comment on my blog http://thenierenblog.typepad.com As we begin the holiday season, this quote is top of mind– “Really look for the good in every person and situation. You will most always find it.” All the best! P.S. Feel free to visit my website at http://www.NierenbergGroup.com