Hello!

When it comes to marketing, quality can beat quantity.

Today’s task is simple—but powerful:

Identify your Top 20 prospects and great 5 referral sources.

Why?
Because  Small, focused actions create momentum—and momentum leads to results. You are more likely to call and make meaningful connections when you’re reaching out to real people or familiar companies. 

Cold calls, email and digital marketing are great but they take time, energy, and require hundreds of contacts—often with little payoff. A single check-in call with a past customer you haven’t talked to for a while is often a faster way to get new work or a quality referral.

Here’s how to make today’s outreach count:

• Review your contact list for 20 prospects who might have what you recently classified as your most profitable work. 

• Add 5 people who already know or regularly connect with your top prospects or people like them. Think association managers, bankers, service firms, etc. 

• Review the company websites and the contact person’s LinkedIn pages. Start reaching out. Not a sales call, a humble apology for not keeping in touch or an initial contact to learn about the company. 

If they’re ready don’t pass up an opportunity, but more likely, now that you’ve connected or reconnected you will want to stay in touch and build trust. A simple newsletter or occasional success story will keep you top of mind so they call you when the need arises. 

Keep updating your Top 20. Finding someone who is not a fit is a win. Information from your contacts with prospects and referral sources will sharpen your fall campaigns.

You’ve got this!

Carolyn

Carolyn Green, CEO, Sr. Strategy Advisor
(618) 791-1398 • cgreenassociates.com