Create A List of Centers of Influence and Become Part of a Mutually Supportive Community of Referrers
Centers of influence are people whom you have identified as having the ability to recommend you to prospective customers. It’s useful to create at least ten classes of COI’s and then populate each class with at least three people. Choose classes that are most useful to you from among: accountants, insurance professionals, attorneys, technologists, etc.
“Top of mind” marketing is based on the reality that at any given point in time, many people are not going to need the products or services you’re offering. However, over a span of time, they either will need you or know of someone who does. If you’ve kept visible in a useful way, you are logically going to be thought of first.
Take your lead lists out of mothballs and create something shiny and new that you can be proud of. Be highly mindful of how you can refer prospects to your COI’s and become part of a mutually supportive community of referrers.