There are so many ways to communicate with clients and referral partners these days that it’s tough to know which method to use. And, in all of the confusion, some tried-and-true methods may get overshadowed.
Michael Maher, author of The Seven Levels of Communication, offers some advice to help you focus on time- and cost-effective ways to reach out to clients:
1. Use email effectively. One of the biggest mistakes people make is trying to use email as an influencing tool. It’s very difficult to sell, convince, or influence by email. Instead, you should use it to confirm appointments, forward information, attach articles, link to relevant podcasts or videos, and so on. That’s one of the most effective ways to use emails, and it can help lead to more productive face-to-face communication.
2. Use handwritten notes more often. Handwritten notes are one of the most powerful forms of communication. Imagine seeing an ad inviting you to an event or reading an email about the same event. Are you going to the event? Eh, maybe. Now envision a handwritten note from the organizer of this event specifically inviting you to the event. When people try the handwritten approach, the results are astounding. The bottom line is that handwritten notes are impactful.
3. Use your ears to connect with clients. Relationship building is much more about being interested than it is to about being interesting. Want to show the other person you are interested? Listen. Want to make the other person feel important? Listen. Want to become wiser? Listen. Listening is the key to relationships.
Following these three simple communication tips can help lead to stronger (and more productive) relationships with clients and referral partners.
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