Hey There,

Just a quick note to pass on two marketing tips that have come up in conversations with people this week:

1. When you want to reboot a dormant client, if you have enjoyed working with them in the past, write a positive recommendation for them on their LinkedIn profile. People LOVE getting public praise and this will endear you to them IF it’s sincere praise (and not fake flattery). Post the recommendation and wait a week. Most likely, they’ll contact you but if not, you can now contact them and you’ll likely find that they’re happy to hear from you.

2. Do you hate cold calling? If so, you need to find another way get in touch with prospects. One method for doing this is to move reference checks from the back of your process to the front of your process. This gets you on the phone with decision makers in a non-selling capacity and gives you the ability to display your professionalism. The key to turning this into a discussion about them is to first display a thoughtful, in depth reference check process. Be sure to get a reference release form signed by your candidates if you’re going to do this that states that you do reference checks on the front end as part of your evaluation process.

Good hunting.