Relationships are the key to business success, but you can only spend so much time meeting with prospects, so you’ve got to invest this time wisely.
Here is a 5-step process to help you become visible and involved with your top prospects.
5 Ways to Woo Your Top Prospects
1. Create a Top 10 List.
This list, which you’ll update periodically, contains the ten prospects who can make the biggest difference to your business.
2. Calendar it.
After you’ve created your Top 10 List, put a notice on your calendar to connect with each of them, once a month.
3. Make a positive monthly contact with each of your Top 10.
Don’t just send your newsletter or new marketing brochure. That might have value for you, but you want to do something that has value for them, and you want to do it every single month.
4. Be creative with your positive contacts.
Send an article that relates to their business or personal life, or a funny card that proves you know them as an individual. Provide them with a referral, or a media contact or an invitation to attend a charity luncheon as your guest. Don’t make the same contact with all ten, but customize each based on the individual.
5. Keep your list current.
Review your list every six months factoring in individuals you’ve recently met. Then decide which of your previous Top 10 should slide off your list to be replaced by more influential recent contacts.