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if you want to build a trusted relationship with prospects and convert them into clients if you want your clients to spend more money with you if you want to shorten your sales cycle you've got to communicate with everyone in your database as frequently as possible i've got five ideas on how to do that and you need to implement all five of them i'm going to share those ideas with you on this episode of the inside bs show hey it's dave lorenzo i'm the godfather of growth and today we're talking about frequency of communication and it is the foundation of trust and there are five things you need to do every day five things you can do to connect with your clients five things you can do to convert prospects into clients i'm going to share those with you the first thing you need to do is you have to do a weekly email newsletter i know what you're thinking you're thinking to yourself dave i hate those things i hate getting email i hate people who send out newsletters nobody pays any attention to them well you're wrong 10 to 20 of the people that you send an email newsletter to will open it and they'll read it and those people the 20 of people who read your weekly email newsletter those are your future clients so think about this from a different perspective if you don't send the weekly email newsletter that 20 of the population who wants a relationship with you is going to go away and they're going to go to somebody who does send out a weekly email newsletter i'm here in my office right now and we're at the tail end of the covered pandemic and it's been two years since anybody has asked me to do a live in-person speaking engagement i am sending out weekly newsletters i have been sending out weekly newsletters and in just the last 24 hours three people have called me and they said they're planning conferences for 2023 i'm recording this right now at the tail end of 2022 they're planning conferences for 2023 and they'd like me to be a speaker and they've all been getting my weekly email newsletter for the last two years during the pandemic if i wasn't sending those email newsletters do you think i'd be top of mind with people who are sitting around for two years locked in their homes no now you may be watching this years after the pandemic ends and that's great there's somebody who met you five years ago who's forgotten about you who would have hired you to do something right now you're missing out on money because you're not doing a weekly email newsletter don't think that because you throw newsletters that come to your inbox in the garbage that that's what everyone is going to do you're not your client your client is engaged and they want to be involved in what you're doing the weekly email newsletter is going to keep engaging those clients it's going to keep engaging those prospects it will help you convert prospects into clients and clients into repeat clients recurring clients or clients who refer you business over and over again the second thing you need to do is a monthly print newsletter you've got to send something in the physical mail in the snail mail to everyone who knows you every month i know you're thinking it's expensive and yeah it might cost as much as a dollar a copy to send it out but my last hundred thousand dollar client the last client that wrote me a check for a hundred thousand dollars came to me because they read something in my print newsletter they called me and asked me a question i answered their question and they said can you help me solve this problem that happens all the time send out a print newsletter once a month what should it look like well it can look like a simple letter that's right it can look like a regular letter that you've typed up print it out in your printer fold it put it in an envelope put a stamp on the envelope and sent out doesn't have to be fancy it doesn't have to be in color it could be black letters on a white page think about writing a letter to a friend if you were writing a letter to a friend the friend would read the letter regardless of what it looked like that's what i want you to do with your print newsletter make it simple make it easy and do it every month the third thing you need to do in order to communicate with your audience so that they know that you're there for them is to pick up the phone at least six times a year and touch everyone now you can rotate who you call you can rotate who you speak with but i want you calling all of your high profile prospects all of your clients i want you calling everyone at least six times a year at least every other month what do you say when you call hi i'm just checking in i want to see how things are going and i want to see what i can do to help you make more money if somebody called you and they said i'm just checking in to see how things are going i want to see what i can do to help you make more money would you be interested in taking that call most people would and you don't have to sell them on anything maybe you're introducing them to someone else maybe you're just checking to make sure they're okay no matter what you're reaching out and demonstrating that you care you're seeing if you can be helpful six times a year this is a phenomenal way to stay in touch with people the fourth thing i want you to do when it comes to communication i want you to create a community every professional has a circle of people who trust him or her that circle of people is called a community it's made up of clients and evangelists clients are people who pay you money to help them and evangelists are people who refer your business even though they've never used your services i want you to do free webinars i want you to do free in-person events i want you to send videos out i want you to introduce these people to each other and i want you to call this a community you'll see over my shoulder right now there's a circle that says dave lorenzo's inner circle business development community you want to know how you become a member of this community you do business with me you refer business to me i will introduce you to other people who will do business with you other people who will refer business to you i will connect you with people who will help you make money and i do it because you've shown an interest in me and i want to give back to you i've created my inner circle business development community to serve my clients to serve evangelists to refer me business you should be doing the same thing do you have to charge people maybe maybe not maybe people pay you so much to be a client of yours that the community is just another level of value you're providing when it comes to frequency of communication the group that should be getting the most communication from you are your clients if you have 10 clients you should communicate with each one of them every week if you have a hundred clients you should communicate with them every month if you have a thousand clients you should communicate with them as often as you possibly can in addition to everything i've outlined here you've got to put your clients on a pedestal from a communication perspective and do something special for them that means that you host a client appreciation event once a year and you invite them to come for free in person that means that you take your clients out to lunch at least once a year that means that you bring your clients to meet other people in person at least once a year when it comes to clients you have to communicate with them in person as frequently as possible weekly daily maybe even if they're a great client communicate with them daily on the phone there is no way to communicate with your clients too often if you take nothing else away from our time together today i want you to remember that the key to growth is building trust and the key to building trust is with frequent communication frequency of communication builds trust if you want to discover more ways to grow your business you got to watch the next video that's coming in right now there's a video right below me that will teach you the foundational elements of business development i can't wait to see you in that video join me there