You need to begin collecting facts about each of your members from the first moment that you begin a relationship. Do they have kids? How old? Birthdays? What are their hobbies and interests? Who is their favorite ball team, player etc.? But collecting member “intel” isn’t enough; you must execute efforts that reflect your willingness to maintain a relationship. Sending birthday greetings to a member or prospect sends the signal that you wish to maintain some form of a relationship. Congratulating a member on their child’s graduation reinforces your effort to stay in contact. They know what you’re doing by staying in touch but they also recognize that most sales and marketing professionals DON’T work hard to stay in touch!
This content is restricted to site members. If you are an existing member, please log in. Please view our membership benefits and subscription pricing by clicking here.