Refresh your leads list at least once a year

Have you been to a few networking events in the past where you met some great people but haven’t had a chance to catch up with them again since? Or maybe you’ve had a coffee meeting with potential clients but haven’t been in touch for 6 months or more?

Do you feel like those contacts have gone cold now and they wouldn’t remember you even if you called them again?

Well think again!

Obviously in an ideal world you would have been able to find a way to keep in touch with everyone throughout the year. But sometimes it just doesn’t happen.  And it doesn’t mean you’ve wasted the time spent networking and having those initial meetings.

Create a reason to call them

Is it time you organized a few drinks at your office? Or maybe it’s time to put all that research you’ve done into a white paper.

It may not be either of those things. All you need to do is create something that’s either low cost to you or can be used over and over again.

Make this a reason to call those contacts that have potentially gone cold. Of course, you can also use this to keep your contacts warm!

Refresh your lead list

To start, you must have made a list. If you don’t have a CRM (client relationship management) system and don’t intend on investing in one, then just use an excel spreadsheet.

In that list you need to include, at a minimum, their:

• Name
• email address
• phone number
• where and when you met them
• anything memorable you discussed with them.

Go through that list and highlight those who may want the white paper, attend drinks or whatever reason you’ve created.

THEN CALL THEM.

Yes, it’s that simple.

And I suggest you do this at least once a year.

I hope you enjoyed this tip. For more useful tips on growing your business follow me on twitter @jenny_tse or visit the Licence to Bill website.