How to Virtually Stay Top of Mind for Prospective Clients and Employers
Last week I spoke at Untethered2020 and hosted a Sales and Business Development roundtable. It was a BLAST talking about sales again - the creative sparks were flying as folks came together to ask questions about a variety of questions that were top of mind as they start reaching out to clients and prospects again including:
Selling in the current climate of a recession
The transition to virtual events and creating new offerings
How to navigate the negotiations with clients, vendors and teams
I gave a few quick recaps in my newsletter (have you signed up? I send it 2x a month and share mindset and sales focused content), but one of the tips I shared was the helping strategy of sharing links, blogs and resources with your clients, prospects and networks that you think may help them. This act of goodwill and thoughtfulness not only gives that surprise and delight of an email that isn’t selling, just helping while also keeping you top of mind.
After the session, a great question came in via my LinkedIn messages from an attendee looking to keep top of mind for a new job opportunity at a CVB. I wanted to share her question and my response below – because whether selling yourself to an employer or a client for a sale, this strategy I suggest below is a tried-and-true way to stay on the top of their minds and generate goodwill!
Rachel,
I certainly enjoyed your session and appreciate you! I had an interview with a CVB who will not be continuing the hiring process until the demand increases. I would like to send the DOS something every 3 weeks or so to keep me on top of their minds. Do you have any suggestions as to articles or pictures or something that they would like to receive? Thank you so much for your help!
Sincerely, The Right Hire
Hey Right Hire!
I'm thrilled to hear and this is a GREAT QUESTION! I love that you’re keeping focused on the long-term and your tenacity will pay off. Here are 3 things to keep your eyes peeled for that you can share:
1. Links to articles from organizations that serve CVB's, like ESPA (www.espaonline.com) and IAVM (iavm.org). These are great because it shows you know their world, plus it's very targeted and helpful content. Since you're going after a sales role (I am assuming here, correct me if wrong), I would look for article pertaining to sales successes and maybe add a note with the link with an idea of how you could adjust the idea for your CVB and have a lot more flowing!
2. Any type of client research that you'd be prospecting. Since I don't know what markets you'd be going after, you'll have to figure it out, but if you're going after sports markets, for example, I might send them a link to tournaments being planned or people they may want to prospect. I’d also send this info along with a note saying that you came across these folks and wanted to pass along to the team so you could get going ASAP on hunting (or they will be first on my list - I know your plates are overflowing!)
3. Anything that relates to leadership/sales/mindset/attitude that you agree with and think that the leader may agree with too. Include a note that says, "I hope to learn from your leadership soon - in the meantime, I read this article and it made me think of you."
I hope these ideas help - Keep me posted on the job. You know the best part of every movie is the COMEBACK!!!! :)
Cheering you on, Rachel
What do you think? Have you seen that kind of goodwill and thoughtful actions pay off in your own work and life? I hope so - in sales and in life, the more you can give to others and make them feel special, seen and supported, the better you will feel and the more goodness will come back around to you, too.