Wouldn't it be great if every prospect we met was ready to buy? Unfortunately for most accountants, this isn't the case. Many prospects take time to buy. However at some point, they will be ready to buy – and you want to be the accountant they think of talking to first at this point. Therefore, this short and sweet article looks at 27 ways in which you can keep in touch with potential clients until they are ready.
27 ways to keep in touch with potential clients
So, how do you make this happen? This is where your keeping-in-touch processes earn their keep. To help you think about different keeping-in-touch processes which you can easily implement, here are 27 ideas to communicate with potential clients:
1. Use a spreadsheet to help you keep in touch with your prospects, and record your last contact. This will allow you to track the frequency and nature of your interactions, and ensure that you keep your prospects informed and engaged.
2. Utilize relationship plans, with diarised tasks to make sure you keep in contact with your potential clients. By breaking down the process into smaller, manageable tasks, you can stay on top of your outreach efforts and build stronger relationships over time.
3. Send them (with their permission) a fortnightly or monthly newsletter (don't fall foul of the EU GDPR regulations). This can be a great way to keep your prospects informed of your latest news, developments, and offerings.
4. Send relevant blog posts you have written to your prospects with a personalised note. Personalising your outreach will help you stand out and demonstrate your interest in your prospects' businesses.
5. Tweet with them & add them to your Twitter list called "prospects", which you review once a day. By engaging with your prospects on social media, you can build a strong online presence and create opportunities for deeper engagement.
6. Connect with them on LinkedIn. This professional networking platform is a great way to establish and maintain relationships with your prospects and stay informed about their businesses.
7. Connect with them on Facebook. This social media platform can help you connect with your prospects on a more personal level and build relationships based on shared interests.
8. Like and comment on their Facebook posts. Engaging with your prospects' content will help you stay top of mind and build stronger relationships over time.
9. Join the groups they frequent on Facebook. By participating in the same online communities as your prospects, you can build stronger relationships and gain insight into their interests and priorities.
10. Like their LinkedIn status updates. Demonstrating your support for your prospects' professional pursuits will help you build stronger relationships and stay top of mind.
11. Comment on their LinkedIn updates. Engaging with your prospects' updates will help you build stronger relationships and keep your interactions relevant and up-to-date. (Want to become a LinkedIn pro? Read: How to Win Business on LinkedIn: a Crash Course)
12. Share their LinkedIn updates with your network. This will help you show your support for your prospects' professional pursuits and expand their reach.
Don´t forget your old contacts! Connect with your old prospects and warm them up!
Use the same script our members use to sensitively get in touch with old prospects and turn them into clients of the firm...
13. Aim to find a good introduction for them. Connecting your prospects with others in your network can build stronger relationships and provide valuable support.
14. Aim to find a referral for them. By referring your prospects to others who can benefit from their services, you can help them grow their business and build stronger relationships in the process.
15. Use a CRM (client relationship management) system. A CRM can help you track interactions with prospects and streamline outreach efforts. (Find out the differences between a CRM and Practice Management)
16. Send potential clients a handwritten postcard. This personal touch will help you stand out from the crowd and demonstrate your interest in your prospects' well-being.
17. Pick up the phone and phone them. Sometimes, a simple phone call can go a long way in building and maintaining strong relationships with your prospects.
18. Send them a birthday card. By wishing your prospects a happy birthday, you can show that you care about them and their well-being.
19. Consider sending a thoughtful gift for their children's birthdays. This small gesture shows that you care about their personal life and value their family.
20. Schedule a face-to-face meeting for lunch, breakfast, or dinner. This personal touch allows you to build rapport, get to know your potential client better, and establish a strong connection.
21. Invite them to your firm's events or webinars. This allows them to see your expertise in action, network with other professionals, and learn about the latest industry trends.
22. Share relevant articles and resources with them. This demonstrates your knowledge and expertise in your field and helps keep them informed on industry trends. It also shows that you are committed to helping them succeed and are a valuable resource for them.
23. Show your support by leaving thoughtful comments on their blog posts. This demonstrates your interest in what they have to say and opens up opportunities for further engagement, and can help establish a stronger connection.
24. Share their blog posts on your social media platforms. This gives them exposure and helps to increase their online presence. It also shows that you appreciate and support their work, which can strengthen your relationship with them.
25. Offer them a guest blog opportunity on your site. This helps them showcase their expertise to your audience, fosters a collaborative relationship, and strengthens the connection between you and your potential client. Collaboration can lead to new opportunities for both parties and increase the likelihood of a successful business relationship.
26. Ask them if they would like to write a blog post for your blog. This helps them showcase their expertise to your audience, fosters a collaborative relationship, and strengthens the connection between you and your potential client.
27. Lastly, ask them how they would like to stay in touch with you. This demonstrates your commitment to maintaining a strong relationship and shows that you value their preferences.
Essential read: Keeping in touch with prospects to win new clients.
Need to warm up some old prospects?
Use the same script our members use to sensitively get in touch with old prospects and turn them into clients of the firm.