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Sales Skills / Make the First Contact Count / Lesson 40
LESSON 40 · MAKE THE FIRST CONTACT COUNT

Stay Friendly and Stay in Touch

Practical ways to stay friendly and stay in touch after any outcome, so every contact can become a long-term relationship.

Relationships outlast deals. Stay useful and stay kind.

12 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

12 tips that really help

These ideas come from Fanatical Prospecting (Jeb Blount), Cold Calling Techniques (Stephan Schiffman), The Little Red Book of Selling (Jeffrey Gitomer), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Friendliness outlasts any single deal
TIP 1

Friendliness outlasts any single deal

People remember how you treated them long after details fade.

TRY THIS
Choose warmth in every reply.
Photo for the tip: Send a thank-you after a no
TIP 2

Send a thank-you after a no

A kind note shows class and often leads to a later opportunity.

TRY THIS
Write one today.
Photo for the tip: Connect on professional networks
TIP 3

Connect on professional networks

A light connection keeps you in their world without effort or pressure.

TRY THIS
Send a connection request.
Photo for the tip: Share useful content now and then
TIP 4

Share useful content now and then

Occasional helpful articles show you care about their success.

TRY THIS
Send one each month.
Photo for the tip: Celebrate their news
TIP 5

Celebrate their news

Congratulating them on wins or growth keeps the relationship human.

TRY THIS
Set up alerts for news.
Photo for the tip: Remember personal details
TIP 6

Remember personal details

Asking about a hobby or family event shows real interest.

TRY THIS
Note one detail per contact.
Photo for the tip: Make occasional, light check-ins
TIP 7

Make occasional, light check-ins

A short, friendly message every few months is welcome, not intrusive.

TRY THIS
Add dates to your calendar.
Photo for the tip: Invite them to useful events
TIP 8

Invite them to useful events

A relevant webinar or workshop is a generous way to keep in touch.

TRY THIS
Share an event invitation.
Photo for the tip: Introduce them to helpful people
TIP 9

Introduce them to helpful people

Connecting two contacts gives value without asking anything back.

TRY THIS
Make one introduction.
Photo for the tip: Never burn bridges
TIP 10

Never burn bridges

Even difficult conversations should end politely, because the world is small.

TRY THIS
Think of someone to reconnect with.
Photo for the tip: Keep notes on everyone
TIP 11

Keep notes on everyone

A simple record of conversations helps you pick up naturally later.

TRY THIS
Update your notes today.
Photo for the tip: Play the long game
TIP 12

Play the long game

Many of the best customers appear after months or years of friendly contact.

TRY THIS
Review your long-term list.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

WARM

“It was lovely talking with you.”

VALUE

“I came across something you might like.”

CHECK

“How are things going with your new shop?”

DOOR

“If anything changes, I am here.”

CONGRATS

“Congratulations on the news.”

THANKS

“Thank you again for your time.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Make a stay-in-touch list
DAY 2
Plan one touch per month for each
DAY 3
Send one useful item this week
DAY 4
Congratulate one person
DAY 5
Share one helpful introduction
DAY 6
Review your contacts quarterly
DAY 7
Track who comes back

Further reading

  • Fanatical Prospecting (Jeb Blount)
  • Cold Calling Techniques (Stephan Schiffman)
  • The Little Red Book of Selling (Jeffrey Gitomer)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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More lessons in “Make the First Contact Count”

Keep going. Small steps every day make a big change.

← Previous: Call Me Next Quarter

  1. Why Calls Still Beat Everything
  2. Your 20-Second Opening
  3. The Friendly Interrupt
  4. Open With a Reason, Not a Pitch
  5. Get Past the Gatekeeper Kindly
  6. Leave a Voicemail People Return
  7. What to Do When They Say "Not Interested"
  8. Subject Lines People Open
  9. The Three-Sentence Email
  10. Personalise in One Line
  11. Make One Clear Ask
  12. Follow-Up Emails That Do Not Annoy
  13. The Friendly Breakup Email
  14. Fix the Mistakes That Land You in Spam
  15. A LinkedIn Profile That Attracts Buyers
  16. Connect With a Note, Not a Pitch
  17. Comment Your Way Into a Conversation
  18. Share Posts That Show Expertise
  19. Slide Into Messages Politely
  20. Turn a Like Into a Call
  21. Social Selling in 15 Minutes a Day
  22. Walk Into a Business With Confidence
  23. Your 10-Second First Impression
  24. Handshakes, Smiles and Eye Contact
  25. Start a Chat at an Event
  26. Hand Out Cards the Natural Way
  27. Read the Room Before You Speak
  28. Leave Something Memorable Behind
  29. Ask for a Meeting Without Begging
  30. The 15-Minute Offer
  31. Propose Two Time Options
  32. Confirm Meetings So They Show Up
  33. Reduce No-Shows Politely
  34. Rescue a Stalled Conversation
  35. I Am Busy: What to Say
  36. Just Send Me Information
  37. We Already Have a Supplier
  38. Send Me an Email
  39. Call Me Next Quarter
  40. Stay Friendly and Stay in Touch
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