One of the questions that seems to come up pretty frequently in coaching sessions is “What is the best method of staying in touch with my prospects and clients.”
There are so many different ways to communicate with people today it’s hard to know what is the most effective choice. Here’s the magic answer.
It’s Up To Them!
Too often you hear sales folks say things like.
I don’t believe in all this new technology. You can Tweet, Email and Facebook all you want but business is done in person. MY clients like to see who they dealing with and I like to be out there shaking hands – it’s what I love about sales,
It makes no sense to use old-school techniques. MY clients have no time to waste on personal meetings. I stay in touch by Twitter, Texting, Email, and current up to date methods. You have to use the latest thing to show that you are on the cutting edge. I simply don’t have the time to visit and call everyone.
Either of those positions is fine – as long as you understand that you are limiting your client base to those who share your preferences.
So if you want to know how best to communicate with a client you have to ask them individually and do what they want. Remember the old adage “The Customer isn’t always right – but he is always the customer”
You also have to continually re-evaluate your communications plan. Things evolve rapidly. What was true yesterday is not likely to be true tomorrow. This article from Marketing Profs talks about the evolving demographic component of Social Media users. In particular, they highlight the growing number of older people who have embraced the new technologies.