A week ago I was sitting with a group in Virginia, hosted by a business coach who was presenting on different marketing aspects for wellness professionals.
She was reviewing different marketing principles and doing a fine job – even if her perspective isn’t exactly the same as mine. I managed to keep quiet when she wanted the group to work on their “elevator pitches,” although I think they are better swept from the face of the earth. It was the comment about giving prospects your business card that prompted my input.
“I don’t give business cards.”
Yep, that brought the day’s lesson to a dead stop. Every eye was on me. The confusion was obvious.
“I don’t give business cards. I get business cards.”
Needless to say, the perspective shift got people thinking. Here are four reasons to use this strategy:
1. It gives you the opportunity to follow up and build trust.
How many times can you remember giving your card to someone and never hearing from them again? Or even getting a card and dumping it in the ’round file’ when you got home?
Getting your prospect’s contact information allows you to continue the conversation and build credibility. If you tell someone you will contact them – and then actually do it – you’ve just jumped past most of your competitors and established you are a professional who follows through on what you say you will do.
2. It allows you to focus the conversation on a matter that is relevant.
Carry a writing implement and jot down a note on the back of your prospect’s card pertaining to what they need or offer. Knowing what they need allows you to direct them to appropriate services that you or someone in your network offers. Knowing your prospect’s services lets you connect them to others in your network who are in need. It’s a win-win!
3. It communicates that you value the other person enough to obtain their information.
Isn’t it nice to talk to someone who is about more than how they can sell you? If your prospect has a card, then being asked for one gives them a chance to do what they want in the first place – give someone their card!
4. It relieves your prospects of yet another responsibility in their already hectic lives.
Most people don’t want more tasks in their lives. Taking their card and the duty of the next step allows your prospect to relax and enjoy themselves, giving you another chance to leave a favorable impression.
“What about my business cards?”
Yes, I have business cards (I did photoshop one into the picture above) and I don’t run the other direction when people ask for them. They are wonderful for delivering my contact information and a bit of branding as well. I use them when it makes sense to use them. That means I need to be present in conversations with prospects and make a decision to act, instead of robotically pressing cards into anybody’s hands that aren’t in pockets or holding drinks.
Most importantly, try to treat any prospects you meet as real people, not just dollar signs for your business.
Find out who they are and what their lives are about. Then you’ll be able to truly serve them well, make a new friend or, at the very least, enjoy one another for that brief moment your paths cross on this earth.
{ 3 comments… read them below or add one }
This makes a lot of sense, and I can see how it would immediately foster a good relationship between you and potential clients. I think it could work well for obtaining new members for nonprofits and other groups too!
Thanks for posting this!
Great to see you stop by!
Yes, I think it applies across the board, any occasion when we’re meeting new people.
I’m glad you find it helpful. Thanks for the comment.
Your first point is money Kirk.
More people should implement the follow up strategy once they have received their prospects contact information.
A follow up phone call/email to the prospect the next day or so does a great job of keeping yourself fresh in their minds.
Good post!
-JP