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When financial consultant Regina Bruce attended a networking course in Dallas, she followed through on an invaluable tip: to reconnect with contacts. So Bruce phones a college friend, with whom she had not spoken to in a year. By making that call, Bruce found out that her friend was moving to Dallas. And during the conversation, Bruce's friend passed along two contacts , which led to new accounts. A year later, one of the contacts led to a new portfolio worth in excess of $1 million! All in all, Bruce gained seven new accounts, totaling $1.7 million – because she followed through on her impulse to reconnect. Why, when conversation is so natural, is it hard to reconnect with people? It may be difficult because you think you should have called sooner. Or you may feel uncomfortable about some aspect of your life. You may even be afraid that the other person won't remember you, or that you're calling with no purpose. To help you overcome your fears and stay in touch with your network, use the following types of calls. The Reconnection Like Bruce's call, this one is made for the purpose of re-establishing the relationship and getting an update on what the other person is doing. Start by acknowledging that it has been a long time since you last spoke. Then, express an interest in catching up. Most relationships can be re-established quickly. The Follow Through Here, you are calling to track down the progress of a project or idea. It may involve exchanging information, scheduling a meeting, or staying in touch. New Contact or Referral With this contact, you're calling to get to know someone. See it as an opportunity to gather information and to find out how you can provide mutual support. Obviously with a referral, you need to indicate up front who sent you. For people you just met, remind them of where you first made contact. Thinking of You It's important to occasionally call friends, clients, and associates for no particular reason other than to say "hi." I sometimes hear complaints about insurance agents who express a great deal of interest in the prospect's financial future during the sales process. Then, once the sale is made, that interest disappears. But with this call, you can keep the communication lines open –no sales pitch, no request, no expectations. Asking for Assistance This is made to request information, ideas, contacts, or support. The main objective is to be clear about what you want and how you think this person can help. Offering Help You make this call to give support and to Make yourself available as a resource. When you hear about a project or a challenge that someone is facing, call. If you discover that a friends is going through a job search, for instance, pick up the phone and offer ideas and support. Help comes in many forms – a shoulder to cry on, an ear that listens, a word of encouragement, a piece of information, or a hand to hold. Developing a Friendship This call is similar to a "thinking of you" call, yet the focus is to create an opportunity for a personal and professional friendship to develop. Make this call to someone with whom you feel a sense of camaraderie and want to get to know better. |
