Never give out a single card again!

You just ran into someone on the subway, in the store, or at a festival.  You start talking and realize that they could really use your service.  They realize this, too, and ask if you have a business card.  You open your wallet, pull one card off the top of the twelve you have in there, and ask them to stay in touch.  You go your seperate ways and remain busy repeating this when you meet people that need whatever it is you offer.

You get back in the office and two, three, or even ten days have passed.  You remember you met someone that was a great lead and seemed very interested in your company or service.  But you can’t remember their name, email, phone number, what company they work for, or where they’re from.  You can’t remember this because you made three big mistakes.

Mistake #1

When you first meet someone, ask about their background, what they do, and where they’re from.  Do not immediately start your spiel and try to get their interest.  Invest in them on a personal level and don’t appear like you’re trying to sell them anything.  Don’t rush through finding out about them either.  If they just keep talking, let them.  They’ll feel more of a connection if they know that you know more about them.

Mistake #2

Chances are, they’re going to use your card to write some notes down after a phone call with someone else, wad their gum in, or as a bookmark.  Don’t assume they will commit it to memory and file away for a time they need your service.  Instead, beat them to the punch and ask if they have a business card.  Better yet, ask if they have two, that way, if you know someone else that can benefit from their service or product, you’ll pass their card along without having to lose the one they gave you.  After you’ve asked them this, they will be grateful, and that opens the door for you to give them two of your cards.  That way, if they do lose one, they have the other.  Or, they might give the extra card to a colleague and you just got another potential lead.

Mistake #3

This is tied to Mistake #2.  You didn’t get their card, so you couldn’t remember who they were or what they did.  If you do the right thing, you’ll get their card.  It has their name, number, and probably location on it.  After you’ve parted ways, immediately write where you met them and a personal note about them directly on the card.  When you get back to the office, you’ll be able to remember their name, service, where they’re from, and something you guys talked about in your initial conversation.  Mention that little bit of information that you talked about (“Hey, hope your vacation in the Bahamas went well!”, or “How about that Cubs game last weekend?”) and they will be more likely to remember who you are and where they met you (because they probably didn’t write down your info on the cards you gave them; pass this blog link to them!).

I don’t know how many people I’ve met and not even asked for their card.  I thought that them having my card was enough; but I never heard from them, and I had no way of contacting them.  Or, I got to the office and unpacked to find 23 business cards from other people.  And I had no idea who was who, or what they did.  Now, every time I get a card from someone, I write where I met them or the name of the event, and one little detail I learned about them.  They won’t know that you wrote that stuff down after they left; they’ll just assume you have a great memory and were truly interested in them when you met them.  If you make this a habit, I assure you that you will generate more leads and that translates into more sales.