I was SO blessed and honored to be asked to be a special speaker on Terry Lancaster‘s radio show! Here is the information he said and how you can listen, and also sign up for his FREE boot camp! (I HIGHLY recommend it, he has lots of GREAT FREE Business tips!) On this week’s episode, I’m joined by Laurie Delk, author of Keep Those Clients: Learn Relationship Marketing, Double Your Business, and Get Endless Referrals.
Laurie and I talk about what she learned from her Grandmother at the age of 5 that turned out to be the most important lesson she ever learned about business and life.
We talk about relationship marketing, the fact that people want to do business with people they know, like, and trust, and how despite the fact that most sales happen after 7 to 12 contacts, most salespeople quit following up after only 1 or 2.
She reels off a playbook of ways to stay in touch without ever being pushy or overbearing.
We talk about automotive sales legend Joe Girard who send cards and notes to every person he’d ever met EVERY MONTH because he knew that every month that goes by without you contacting the people in your network you lose 10% of your influence with them.
We talk about Tom Hopkins and how he sent 10 thank you notes a day every day and how one of Laurie’s clients sells more cars by sending thank you notes to the customers that don’t buy.
And we talk about how social media is a great supplement to, but never a replacement for, physical cards and actual IN REAL LIFE conversation.
Here is his link to listen to my interview and sign up for his FREE Boot Camp if you want:
Come back and tell me what you think!