Your Action Steps
So now you’re going to repeat what you did last week with the second half of your “A-list.” Simply, select something from what you’ve learned about each person and mention it or attach a document or link into your initial email to them.
Remember, making two emails or touches a day will begin to turn into a routine and soon become a habit. And this continuing to reach out to half of your list every other week now will begin to plant the seeds of engagement.
A couple of added tips here:
- Don’t get stuck second guessing whether you’ve got the right people in the “A-list.” If you clearly feel someone new should be added or someone removed just do it… you’re the boss! Too often people get stuck weighing these issues and in reality now is the time to embrace forward movement and if your selections are even 80% accurate, in a few weeks you’ll begin to see results and we’ll talk later about how to remove nob-responsive contacts.
- Embrace the significance of engagement and why that’s so critical! It feeds to emotions when you build engaged relationships. First is the element of a developing desire in people to reciprocate… and then the clear distinction of your “keeping in touch” making you stand out in a crowded noisy world around people on your “A-list.” That distinction is what we call “scarcity.” Wouldn’t we all like more people to treat us as special… those who do stand out from the pack.
So make your initial “touches” and don’t set any expectations for an initial response coming back to you from these people. It’s way too early and at this stage of your referral building strategy it’s all about the “give.”