Contrary to popular belief, the start of September is an opportune time to reach out to clients. The following are quick conversation starters for connecting with your clients during this month of seasonal transition.
- Ask About “The Beach” - The beach is synonymous with an all-encompassing idea of the family, logistics, and memory. Now that summer is coming to close people are ready for more local events, while embracing the good times had at the beach. The end of summer is a time for people to look forward and capitalize off the last quarter of the year. Use the past as an icebreaker and move forward with your client for the future.
- Host An Event - Hold an end of summer barbeque or start preparing a tailgate for the autumn months. These events are easy to plan and often are not expensive. Reach out to your invitation list to get feedback on a day most would be able to make it. Everyone is not going to make it and that might be good. Getting the undivided attention of a few clients is better than none.
- Get on Their List - A strategic way of getting into your client’s mindset is to call them the week after school starts. Propose being the first person on their agenda when they are settled, or try to be the first person on their list to call in the upcoming fall.
- Give a Simple Phone Call - For past clients, a simple catch-up phone call will do wonders. Reach out and ask about their world. “How was your Labor Day?” “Ready for football season?” Even the less social clients will have had something happen. Once the ice is broken with personal information, see if you can dig deeper into business needs.
- Anticipate Customer/Client Questions - When trying for new customers or new sales, have your answers ready before they ask the question. People want to cut right to the chase at the start of the school year, as there is generally a lot of work that has to be done before the end of the year. If you can save a potential customer time and worry by having your answers prepared for any questions, customers will admire your initiative and perseverance.
The time after Labor Day is critical to reaching out to clients. Although it may be sad, summer is gone and now people are ready to get back into work mode. Even if you don’t get business from clients with these steps, they will remember your thoughtfulness.
I would like to thank Patrick Coughlin for his help on preparing this article with me. Patrick is a Marketing Analyst at Consultants 2 Go. Don’t forget, you can email me at Peggy@Consultants2Go.com with any questions you might have and I’ll be glad to answer them. You can also follow my business and me on Twitter @peggymchale and @consultants2go.