Most business owners send cards or gifts during Christmas/Hanukkah/Kwanzaa/or other religious holiday events. It’s a time where it can go unnoticed since they are being contacted by many. I suggest you consider Thanksgiving or other holidays so you stand out and get noticed.
Make a plan and work your plan. Make a yearly calendar. Each month, write a holiday down or way to give your prospect or customer something special (article, newsletter, complimentary time with you-alternate who will get the time if your availability is limited and there are many to contact). Of course, the way you write up this offer to make it exciting and a must-have experience is vital. You want to get interest and make it a must-have experience with a limited time offer so they go into action soon.
I suggest putting a value on this consultation (worth $___), tell them what will be accomplished (within 15 minutes, you will ______, and expiration date. It’s good to test things. So send this out to about 10 people and see how many responses you get. Often, you need to follow-up by phone call or email since people are busy.
When a call goes well and you want to extend the conversation or deepen the relationship, how would you do it? You will want a budget for this strategy. For example, what do you do to make a good impression on a potential customer? You can send flowers if appropriate, invite them to a meal (or a lunch and learn session where you provide a simple lunch and present a problem they are having in their business – not sell- and give valuable information about how to solve it. You mention your company at the end and first ask permission to present info about your company which might serve them. Make that much shorter than the overall discussion. This needs to be done expertly. I do this with my clients.
Let me know below how you would handle this opportunity. I will give you some pointers.