A client mentioned to me this week that things are a little slow, so he has more time to think about marketing. Too bad! He should have been thinking about his next clients when he was busy. Yeah, I know, easier said than done. However, when you are pressed for time to complete a client’s matter, you simply have to find the time to keep feeding the pipeline in order to avoid the client issue mentioned above.
- Don’t make your action list of contacts too long or extend over too many months. And stay focused;
- Schedule at least one hour per week to review your marketing action items – lunch, telecom, meeting, etc. – and then do them;
- Involve your secretary and other staff members to assist in those marketing tasks that don’t require your direct involvement – tracking LinkedIn and Facebook for relevant information, setting up lunches, tracking seminars/conferences of interest, and the like; and,
- Concentrate on contacts and activities likely to “have the biggest payoff.” For example, visiting clients off the clock (my all-time favorite top tip), seeking client feedback, attending board meetings again off the clock, and being active in trade groups your best clients belong to.
There is a lot more in Stacy’s article, so I strongly recommend you take the time to read it.