Pay attention to the news surrounding their company and about items that would be of interest to them. If their company has done something remarkable and it is being reported on, this is an easy way to mention it to them and possibly get them talking about themselves… which we all love doing. If their company isn’t in the news and you sent a printed out copy of the article with a letter stating why you sent it, that shows that you actually know about them and their interests, and that you are not afraid to go above and beyond what others and sales do.
Search job postings for their company. You may notice that their company is about to hire someone who will be their boss, or that their position is now open. If you see that the company is hiring a new person in logistics / supply chain, you can send a welcome note once that position is filled.
You should also pay attention to their LinkedIn. That is the easiest way to see changes to someones status and to see if their company, if their company keeps up with their own LinkedIn, has new people that could help you get back in contact with “The Ghost.”
Get existing clients to call prospects. If you can’t get back in touch with your contact, see if you can get an existing client to call on your behalf. If someone called me and was genuinely raving about the service they were receiving… I know I would be 100% more inclined to reignite those conversations and take a second and third look on what was actually offered.
Take a personal visit to their office. This is super old school, but a personal touch is always more impactful. See if you can learn their schedule a little bit better before you go to visit because you may be able to catch them on their way back from lunch.
Hold them accountable. This is one of the more tough suggestions because you have to do it with empathy. You have no idea what is going on in their lives, but whatever is happening shouldn’t keep them from helping out their company. If they agreed to get back with you about a yes or a no, keep them accountable to that.
- Keep it simple
- Keep it present.
You generally don’t want to have a thousand things on your list because that in and of itself creates confusion and anxiety. A list that’s too big does the exact opposite of what it is intended to do.
As for keeping it present, you need to create the list in a way that works best for you. I do pen and paper. I have the list on a 3 by 5 index card that I keep in my left pocket at all times. Every time my hand goes into my pocket. I feel it and it triggers the to do list in my mind. If you are using a phone, try creating an alarm that goes off at certain times of the day to remind you to review it, or have the list as the lock screen on your phone. However you decide to keep it present, this step is crucial because a forgotten to do list is a wasted list.
I don’t know about you, but I am incredibly forgetful. I can think of something I need to do or think of a “brilliant” idea and in the matter of five minutes I get completely distracted by the fact that someone brought in the most scrumptious and delectable donuts from Tip Top Donuts.
Since I am so forgetful and I have a million ideas running around my head, I take a 3 by 5 index card and write down those to-do’s and ideas with a little checkbox next to them. Yes yes I know, how archaic it is that I am using pen and paper when I have an iPhone in my pocket.
You don’t have to use pen and paper, but the reason I personally do is because it does something extra for me. Physically writing it down, instead of typing it out, adds one more thing to help me remember it. However you capture down these to-do’s and thoughts, whether with a chisel and little stone tablet , pen and paper or a phone, make sure it is something that doesn’t add stress and that fits who you are.
Why should you start capturing to-do’s and ideas in the throughout the day? Let me list a few:
- It declutters the mind and allows your brain to focus on the task at hand without getting distracted.
- Helps you keep track of what is most important and allows you to see some quick wins you had throughout the day.
- Allows you to be intentional, set a plan, and accomplish more throughout the day.
This isn’t a new idea. In fact, it is actually multiple ideas that I grabbed from a couple different folks and meshed into something that works for me. Please, take the time to try this out over this next week. If you like it great, if you don’t… well at least you tried something new. I just know the positive impacts it has had for me as I have accomplished more and freed up my mind to focus on what truly matters.
This company that I visited does everything with excellence, and when I say everything… I mean everything. They even care about the details so much, that their yard where they have all of their equipment looked like perfection with each truck and trailer lined up perfectly. As some would say “There is a place for everything, and everything is in it’s place.”
Being mindful of the details didn’t just stop with the equipment in the yard. Part of the reason I visited exactly when I did is because part of the process for them to deliver our product involves cross docking and loading trucks from various origin points. Not only did they make this whole scenario look effortless, they made sure that as they were moving the product from one place to the next, that all the lids where on just right, that the plastic wrap didn’t look like hell, that pallets were in good shape, that the trailers were clean, and that everything looked at its best.
I know what I just described seems like a simple task, but it truly isn’t. If it was, there would never be refused product for boxes looking like hell or that fell over because of a weak wrap job, or broken pallet shards all over a once clean trailer. It’s these small actions of being mindful of ALL the details that make the biggest difference. In talking with this company about all of this, they talked about their why behind it all. “If the product looks nice and in place, when the doors are opened up for it to be inspected, it puts the inspector at ease and makes the process go more smoothly. Not only that, the buyers hear about it and potentially start buying more of your product because it is consistently in great shape. If they buy more of your product, you will need more trucks to ship it and everyone wins.”
It is a simple philosophy, but one that is truly overlooked time and time again. It’s also a philosophy that takes humility and a heart of service to execute well.
What are the small actions that you can make within your day to day operations that will have a big impact and increase business?