Have you received a call recently from a client or advisor asking, “How are you doing?” Or worse—were you the one making that call? It’s happening everywhere, through phone calls, emails, and texts. The problem? Everyone is doing it.
At Sandler, we’re taught to do the opposite of what a typical salesperson would do. So why are we following the herd now? It’s time to break away from the noise and reach out to your clients in more impactful ways.
Rethink Your Approach: Add Real Value
Here are a few strategies we believe can help you:
- Stay connected without being generic
- Give back in a way that feels genuine
- Provide value without expecting something in return
You might think these are obvious choices, but take a moment to reflect. When was the last time you did something for your client with no strings attached? A quick look at your CRM might reveal that it’s been longer than you thought.
1. Send a Personalized “Thank You” Video
Handwritten thank you notes are a lost art, but if you’re looking to leave a lasting impression, take it a step further with a personalized video message.
- Why It Works: Video adds a human touch. It shows effort and thoughtfulness in a way that a text or email can’t.
- How to Do It: Use your computer's built-in camera and microphone—most are more than capable of producing a high-quality video. It doesn’t need to be perfect. In fact, minor slip-ups make it more authentic and relatable.
- Real-Life Example: A client once sent me a short thank-you video. It was spontaneous, heartfelt, and it made my day. It took them five minutes to create but left a lasting impact.
2. Give a Testimonial or Referral
One of the easiest ways to give back is by endorsing the great work your client does.
- Why It Works: Public praise strengthens relationships and enhances your credibility.
- How to Do It: Choose a platform that best suits them—LinkedIn Recommendations, Google Reviews, or even a testimonial video for their website.
- Extra Tip: Offer referrals. A referral given is often a referral gained. Just make sure you know who their ideal client is. If you don’t, this is a perfect opportunity to ask and show you’re genuinely invested in their success.
3. Support Local with a Thoughtful Gift Card
This option allows you to give back not only to your client but also to the local community.
- Why It Works: It feels personal and meaningful. Plus, it supports small businesses in the community.
- How to Do It: Many local chambers of commerce offer gift cards that can be redeemed at participating local businesses. If your client isn’t in your area, check with their local chamber. If nothing similar exists, suggest the idea—it could make a huge impact.
- Real-Life Example: I witnessed a business owner purchase $500 worth of local gift cards, saying, “We have to give back.” It was a powerful reminder of community support.
4. Be a Resource: Share the Census Link
This may seem unconventional, but it’s a unique way to offer value by helping clients fulfill their civic duty.
- Why It Works: It’s useful, relevant, and shows you’re thinking about their broader needs.
- How to Do It: Send an email with a link to complete the Census, explaining its importance for state representation and federal funding. This not only helps them but also supports community resources that could benefit their business.
- Pro Tip: Framing this as a civic duty shows thought leadership and community awareness—traits clients appreciate.
Keep the Momentum Going
This list is just the beginning. The goal is to get you thinking about new ways to engage clients meaningfully. If you’ve got other creative ideas, I’d love to hear them!
Let’s Connect:
Reach out to me directly at greg.coyne@sandler.com or connect with me on LinkedIn. Mention that you read this blog and share your thoughts—I’d love to continue the conversation.
Thanks for reading! Let’s rethink client outreach together.
Bonus Resource: 6 Modern Prospecting Mistakes and How to Avoid Them.
When new clients approach us about the possibility of Sandler working with their sales teams, one of the first things we notice is that, for most of those salespeople, prospecting is a major headache.
It’s this big, scary challenge. And you know what lies at the heart of that uneasiness with prospecting? Fear. It’s the basic, human fear of rejection — the fear that most of us have about hearing people say no. We don’t have to take that personally, but we do.
In this guide, learn about 6 modern prospecting mistakes and the tactics to avoid making them in the first place.
