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March 25, 2016

How to Reach Out After Losing Touch

Filed under: Marketing & Sales Promotion Techniques — PDWriter @ 3:13 pm

Handshake

Everyone has that long lost cousin who only shows up at holiday dinners and weddings. They pretend to be your best buddy on the one day of the year you actually connect — and it’s obnoxious. The same holds true for business contacts. It’s normal to lose touch. But, when it’s time to reconnect, be honest and enticing. Here’s how to reach out after losing touch without looking like a sleazy salesman.

Start off with a joke.

Whether you pick up the phone or send an email to someone you got a business card from at a sales conference last year, use humor. Poke a little fun at yourself for always being the last one to connect or that you’re still working on that nagging little procrastination problem. Hey, we’re all human. Keep the initial contact light and funny.

Explain how you met.

Refresh the person’s memory of how you met and something that might have stood out to them. Recap the engaging seminar led by the loud-talking mad scientist lookalike that you both attended or the fantastic ocean-view lunch you shared. Simply stating your name and business often isn’t enough to jog the memory.

Don’t be best buddies.

The best way to turn someone off is to assume you have more of a connection that you really have. Remember, they didn’t contact you during this time lapse, and there may have been a reason. Once you break the ice and have their attention, move into professional mode ASAP.

Talk about why you’re reaching out.

Dive right into what made you call or message. Did you start a new project that they would be interested in knowing about? Do you value (um, need) their expertise? Did you read something they wrote and have a product that could ease their pain points? Explain exactly why you’re reaching out now and what prompted you to take action.

Offer a deal.

Don’t make the connection all about you, even if you are looking for something in return. Balance the conversation. For example, if you think they could lend valuable insight as you develop a new product or sales strategy, explain the benefits they will gain too. Maybe they get co-credit on a promotional piece or their logo will show up as a sponsor on your free ebook. Remember: People want to know what’s in it for them.

Just do it.

Stop wavering. You’ve already waited week, months — gasp!–years. If you’re going to contact someone from the past, make it happen. You have a 50-50 chance they will also be glad for the reconnect. If you want to skip the usual social media mail or voicemail routine, send a handwritten note in the mail. The extra effort will get noticed.

Ready to knock the dust off that old relationship? Paper Direct has every type of business stationery you can imagine, from logo-printed letterhead to postcards. Browse the Business Communication store online before another few weeks lapse.

March 22, 2016

Creative Touch Points for the Sales Team

Filed under: Marketing & Sales Promotion Techniques — PDWriter @ 9:44 am

sales team

We are living in an increasingly automated world. Marketing automation in particular has taken the marketing and sales world by storm, helping us save time and – if we do it right – improve conversions and sales through highly customized outreach efforts.

The downside to all this automation, though, is that some marketers and sales professionals are getting less personal with their clients and prospective customers. The points at which we interact directly with our customers and prospective clients are called “touchpoints,” and can be anything from a letter to an email to a message on social media to a phone call. They can even be literal touch points, like when you shake hands and meet in person, or make an acquaintance at a conference and pass along your business card.

If you’re in a business with lots of competition – and even if you aren’t! – standing out from the crowd with regards to how you interact with customers at these touchpoints can be critical. Being memorable often means getting creative, and thinking outside the box for ideas that will stick with your prospective customers.

Here are some creative ideas for making a lasting impression at a variety of touchpoints throughout the sales process.

Join a club, community organization, or board

Better yet, join one that has relevant ties to your business. This can give you an opportunity to interact and network with prospective clients in a more relaxed setting.

Sponsor and host a special event

By giving individuals an opportunity to meet and mingle with others in their field or industry, you help them create connections, fostering good will. It also gives you a unique touchpoint opportunity.

Create and record a podcast

On a topic that could be helpful to your customers or prospective customers, and use it as a reason to reach out. You’ll be providing something interesting and worthwhile for them, not just contacting them out of the blue, which puts you on firmer footing.

Cards

Send custom, heartfelt cards to customers on their birthdays, anniversaries, and other special occasions. The personal touch will feel warm and friendly, and it gives you an opportunity to put yourself and your business at top of mind.

Similarly, write a letter, just because

Be tactful – sending a personal letter to a customer or contact you barely know may not be a great idea. But if you have a longstanding history with them, a personal letter just to say hello and wish them the best can leave a warm, positive feeling that resonates long after they finish reading.

Don’t send gifts – make a donation in their honor. A great way to show a customer you truly understand them is not necessarily to send a generic gift basket at the holidays. Instead, make a donation to a cause that matters to them. It shows you care, both about others and about what they find important.

Provide free mentorship

Your customers and prospective clients are likely used to hearing from you when you are interested in selling something. Shake things up and instead, offer free coaching or mentorship on a topic that matters to them. You’ll be creating an opportunity to interact with them closely while also showing your positivity and engendering more good will.

Make your business card stick out

Nothing says “forget about me!” like a business card that looks like every single other business card your customer has ever seen. Sometimes, all you have is a quick hello and an exchange of business cards to make an impression. Ensure your business card leaves a lasting impression by thinking outside the box, with regards to color, size, texture, typography, and more.

Personalize your transactional correspondence

Many of us send automated sales messages before, during, and after a sale has been made. Most of these are generic in nature. Instead, make them custom to the client. It may seem like a small detail, but it can really stick with them, and make them feel like more than a number.

Automated marketing and sales processes are wonderful in a lot of ways, no doubt about that. But when it comes to precise touchpoints for interacting with our customers, a personal, customized touch can go a long way. Use these creative sales ideas to inject some personality into your process and see what a difference it makes with your customers and prospective clients alike!

March 18, 2016

Warm Letter Template for Reaching Out to Businesses

Filed under: Phrases & Wording — Tags: , , , , — PDWriter @ 1:31 pm
business letter

Virtually all businesses rely on obtaining and retaining business clients. While it is easier, for the most part, to keep the clients you do have, not all clients will be around forever, so finding new ones is a critical part of staying afloat and continuing to succeed.

We all know first impressions matter. Science has proven it, in fact. We make very quick assessments, oftentimes subconsciously, when we first meet someone that stay with us for a long while. Just think about that one distant relative, or friend of a friend, who may have been in a foul mood the first time you exchanged hellos. You probably have a sour taste in your mouth about them, even if every subsequent interaction is nothing but stellar.

It’s not always possible to meet and introduce ourselves to a prospective business client in person, so we can’t always rely on our people skills to make a connection. When done well, though, letters can be just as effective at grabbing a prospective business client’s attention, and can leave a positive lasting impression. Let’s take a look at a standard warm letter template for reaching out to businesses… but first, one piece of advice:

Make sure it looks professional. Just like you wouldn’t walk into a job interview wearing sweats, you don’t want your first impression letter to leave a prospective client wondering if you even bothered to try! A clean, crisp letter on well-designed letterhead accompanied by quality collateral about your offerings says to a prospective client, “I’m serious, I know what I’m doing, and I’m not going to waste your time.”

On to the template!

Introduction: Dear Mr./Ms. [Name] — If you can, avoid “To Whom it May Concern” language. Sometimes is unavoidable, but it’s almost always better to talk directly to a specific individual. It shows you did your research and are making an effort to connect with the correct person.

Body: My name is [NAME] and I represent [COMPANY]. I was looking at your recent business news, and noticed a way in which my organization could truly be of benefit to you. Since you’re working on [project or initiative they’re working on], I think my team could help you by doing [how your team could help them with their challenge].

We’ve worked with teams like yours before, and have a strong record of integrity in everything we do. [Insert customer testimonial here].

Would you have time this week to talk about how we might work together to solve [challenge they are facing]?

Thank you for your time; have a wonderful week!

Sincerely,

[NAME]

By showing how your organization can help them with a challenge or struggle they might be facing, your prospective client can see you have thought carefully about their business. By keeping your letter warm and personable, you demonstrate how great you will be to work with. Keep it short, friendly, non-salesy, and solutions-focused, and you’re sure to make a great first impression! Get started and shop for professional stationery now to help make that impression.

March 11, 2016

Why Your Small Business Should Give Back to The Community

Filed under: Recognition & Motivation Ideas — PDWriter @ 1:48 pm

Giving back to the community

A small business can measure its success by profits and the bottom line but as author Victor Hugo wrote, “As the purse is emptied the heart is filled.” Besides the obvious good feeling that helping a nonprofit organization creates, there are several other reasons why your small business should give back to the community, too!

Publicity

Is your small business trying to raise its profile and build awareness? An easy way to accomplish this is by giving to a local nonprofit or sponsoring an upcoming charity event.

Getting your name out there through kindness is more effective than any dollar amount you could spend on advertising, marketing, or public relations. For example, Joe Smith sees on the evening news that your company sponsored a pet adoption drive with your local humane society and keeps your company’s name in mind for his next major business project. It’s win-win for everyone. Ultimately, providing value to your community by helping out adds value to your business.

Tax Deductions

Money donated to an IRS-approved nonprofit organization can be written off as a charitable donation tax deduction. You’ll want to consult  your company’s accountant and tax expert to confirm these details but generally speaking, a small business could receive tax deductions on charitable donations of up to 50 percent of your Adjusted Gross Income. So while the upfront cost to sponsor a charitable event might seem a bit steep, you’ll be so grateful for the relief come next tax season.

Employee Morale

Building and boosting employee morale is no easy feat for any small business owner.

Developing a fun work environment, offering good benefits, and recognizing their hard work are time-consuming tasks that require a lot of individual attention. 

While these are all important efforts, giving back to your community is one effort you can make that helps build morale in your small business. Say your company has chosen to sponsor a clothing drive for a nearby homeless shelter. Your employees will not only take pride in working for a business that cares, but will also want to get involved themselves. These are wonderful opportunities to encourage your staff to volunteer and help with the sponsored event by spreading awareness to the people they know in the community.

Customer Relationships

CEO Joanna Johnston, your biggest client, hears on the radio that your small business has made a generous donation to a local after-school program. This reminds her that she’s in business with people of strong character. It also reminds her that she’s been meaning to get in touch with you about additional services your company could provide hers. A 2010 study found that 85 percent of consumers have “a more positive image of product or company when it supports a cause they care about.”

Everyone cares about the wellbeing of their community, and when your small business dedicates its resources to giving back, your customers will take note of those efforts.

March 2, 2016

5 Office Exercise Challenges Just in Time for Spring!

Filed under: Employee Recognition Ideas — PDWriter @ 8:25 am

office exercise

Whipping your employees into improved physical shape doesn’t have to involve a whip at all. In fact, a few fun office exercise challenges can be engaging enough that the spirit of competition and an awesome certificate of achievement will do. The key is to ensure you keep the office exercise challenges easy to track, amusing to complete and at a level that ensures all can participate. Oh yeah, you’ll also need a few good ideas. Here come five of them.

The Elevator Plague

Office building got an elevator? Have employees avoid it like the plague. Set up a contest to see who can refrain from taking the elevator for a set number of days. Start with a day or two of taking the stairs only, and then extend the length to a week or entire month. Employees who can go the greatest number of days without setting foot on the elevator win.  

The Lunchtime Mile

Reward employees who successfully walk a mile every day during lunch for a month. If your crew is already high endurance, you can up the stakes by making it a 2 or 3 mile lunchtime walk – or even a mile-plus lunchtime run.

The Total Steps Tally

If your company can help employees obtain fitness trackers or pedometers, keeping track of total steps throughout the day is a great way to prompt a steady stream of movement. Employees get credit for walking to work, at work, during lunch and at home, whenever and wherever they can pick up steps.

Tally each employee’s steps at the end of a week or month, rewarding things like the highest overall step count, the highest number of steps in a single day or even the biggest improvement in movement.

The Super Stretcher

Create a booklet packed with easy yet effective stretches employees can do right at their desks, and then reward those who make a habit of it every day for a week, month or even longer. Some simple examples include the:

  •       Seated shoulder stretch
  •       Seated upper-arm stretch
  •       Seated chest stretch
  •       Chin tuck
  •       Head turn
  •       Side neck stretch

The Impromptu Challenge

Call employees together and then randomly choose a fitness-related challenge they can try right on the spot. Ideas include:

  •       Greatest number of push-ups
  •       Most graceful headstand (or other selected yoga pose)
  •       Longest amount of time spent balancing on one leg
  •       Most impressive hula hoop or jump rope performance

Keep your certificates of achievement as fun as the office exercise challenges themselves with pithy sayings, cool designs and maybe even a rhyme or two. Then simply sit back to watch your employees flock to participate in the art of getting healthier.

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