I had a meeting with a prospective new client the other day, a chartered valuation surveyor who wants to work with solicitors.

The surveyor told me she had asked one solicitor: “Who do you give your business to?”

The solicitor replied, honestly: “The last person I spoke to.”

The surveyor made sure she kept in touch with that solicitor, and sure enough, the solicitor started passing work her way.

So send:

• newsletters
• follow-up emails
• renewal reminders
• customer service surveys
• birthday offers
• Christmas cards
• whatever is relevant to your business and your prospects’ needs

Have you any other ideas? If yes, please add them in the comments below.

P.S. This ‘recency’ phenomenon is also covered in my article on Ezine Articles about weekly networking. Linky-link.

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